Introduction to coaching

  • Updated on Aug 11, 2025
  • Published on Apr 11, 2024
  • 1 minute(s) read
  • Shoshana Brickman
  • Jeff Aftel
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Use Gong to build a strong coaching program, enable data-driven conversations, and help your team continuously improve.

Why coaching matters

Coaching is one of the most effective ways to improve team performance and help reps close more deals.

Here’s what strong coaching can help you achieve:

  • Higher sales performance: with improved skills, knowledge, and techniques, comes increased revenue

  • Improved conversion rates: when reps are at the top of their game, they are more adept at handling customer objections, negotiating pricing, and bringing the deal over the line.

  • More land-and-expand opportunities: by educating reps to recognize future potential in upsell and cross-sell, you can reduce churn and maximize the potential of every deal

  • Better forecast accuracy: by coaching reps to better understand their pipeline, you'll see more accurate forecasting which helps your business grow

Why coach with Gong?

Gong gives you a seamless experience for coaching your team by scoring recorded calls, pipeline and deal inspection, and by learning from emerging patterns in deal management and forecasting data. Find coachable moments quickly, track progress over time, and tie coaching to business outcomes.

With AI Call Reviewer, you can scale structured feedback by using Gong AI to:

  • Suggest answers for scorecard questions when you review a call manually

  • Score entire calls automatically, based on your scorecard criteria  

This means faster, more consistent feedback, and more time for strategic coaching. For example, managers can focus on the most important conversations instead of scoring every call by hand.

Coaching quick start

Looking to dive straight in? Here’s how you can give and get feedback directly from the call page

Get feedback

  • Click to open the Feedback tab. Click Request feedback, and send your manager a request for feedback. Learn more

  • Click   to open the Comments tab. Add a comment, and tag your manager. Learn more

  • Click and choose Share internally to share the call with your manager. Learn more

Give feedback

  • Click to give feedback.

  • Click to open the Comments tab.

  • Click and score the call. Learn more

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