---
title: "Coaching for frontline managers"
slug: "coaching-for-frontline-managers"
updated: 2026-09-30T06:27:13Z
published: 2026-09-30T06:27:13Z
canonical: "help.gong.io/coaching-for-frontline-managers"
---

> ## Documentation Index
> Fetch the complete documentation index at: https://help.gong.io/llms.txt
> Use this file to discover all available pages before exploring further.

# Coaching for frontline managers

> **Who can use this**: Any team member
> 
> **Available on**: Enable Essentials, Enable
> 
> **Ideal for**: Sales manager
> 
> **Required permissions:** Coaching page access, Access to coaching stats

You're responsible for getting the most out of your reps, and you don't need us to tell you that coaching is a big part of that. Whether you have new people, seasoned reps, or are rolling out new products, coaching is key to getting your team where you need them.

Read on for our guide on how to coach your sales team, and see our recommendations on how to leverage Gong for your coaching.

## Getting started

If you're new to coaching or don't yet have coaching practices built-in to your regular workflow, here's a few ways you can get started.

### Listen to calls

**Our recommendation:** Listen to one call per direct report **once a week**.

> [!TIP]
> Tip:
> 
> Check out the [Search for calls](/docs/search-for-calls) article for tips on finding calls.

### Give feedback on calls

**Our recommendation:** Give feedback **as soon as possible** after the call happens, while the call is still fresh in the rep's mind.

To give feedback, follow the steps in [Collaborate on a call](/docs/collaborate-on-a-call).

### Score calls

**Our recommendation:** Score calls **as soon as possible** after the call happens, while the call is still fresh.

Scoring a call with a scorecard gives a rep a single overall score on a call based on specific areas (as defined by the scorecard). To score a call, follow the steps in [Score a Call](/docs/score-a-call).

## Monitoring your team

After you've gotten into the rhythm of giving feedback and scoring calls, you can start monitoring your team's performance and coaching activities.

### Track your team's call performance

The **Insights** tab lets you see your team's call stats, such as talk ratio and longest monologue, in a single view. [Track Your Team's Call Performance](/docs/analyze-team-performance) article for details.

### Track coaching activities

The **Coaching** tab lets you see your team's coaching metrics, such as feedback given and received, and scorecards activity. Refer to the [Track Coaching Metrics](/docs/analyze-team-performance) article for details.

### Review coaching digest

If you're a manager, you receive a [weekly coaching digest](/docs/about-the-emails-gong-sends-you) email with a summary of your team's most recent coaching activity, including feedback requests that need your attention and recommended calls to listen to.

## Improving with AI

Gong provides AI-powered assistance that makes coaching faster and more effective.

### Identify calls to coach on

The [AI Spotlight](/docs/use-transcripts-outline-and-call-details) feature analyzes each call and highlights moments worth coaching — so you can focus on the most impactful parts of a call, without having to listen to every second of it.

### Use AI to score calls

With [AI scoring](/docs/understanding-ai-call-reviewer), Gong can automatically complete scorecards based on the call transcript — saving you time while providing consistent evaluations across your team.

## Resources

To learn more about coaching in Gong, check out these resources:

- [Collaborate on a call](/docs/collaborate-on-a-call)
- [Score a Call](/docs/score-a-call)
- [Track Coaching Metrics](/docs/analyze-team-performance)
- [About the emails Gong sends you](/docs/about-the-emails-gong-sends-you)
- [Track Your Team's Call Performance](/docs/analyze-team-performance)

Any team member can access this feature if they have the required permissions.

Gong’s comprehensive sales enablement package designed to help team members coach with impact and optimize team performance. Access to features depends on your [company’s plan and your assigned seat](/v1/docs/plans-and-seats).

Gong Enable scales winning revenue behaviors through AI coaching and targeted enablement. It accelerates ramp, boosts performance, and ties enablement initiatives to real business outcomes. Access to features depends on your [company’s plan and your assigned seat](/v1/docs/plans-and-seats).

A team member who manages a team of sales reps.