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:
Check out the Find 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 Give Feedback on Calls.
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.
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 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 article for details.
Review coaching digest
If you're a manager, you receive a weekly coaching digest 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 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, 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: