Coach the Call, Not Just the Close
In most sales teams, coaching happens at the end.
A deal slips. A forecast misses. A number doesn’t hit the board. That’s when the questions start. Why didn’t this close? What went wrong? Where did the buyer fall off?
It's a pattern so many of us fall into. We end up coaching based on outcomes rather than process. But by the time we dissect the loss, it’s often too . . .
