There is a Difference. One Focuses on Sellers. One Focuses on Buyers.
Sales Coaching teaches sales skills and drives seller behavior. Deal Coaching drives strategic deal pursuit and buyer behavior. What sets world-class sales managers apart from their peers is that they spend more time on deal strategy and deal execution activities. While Sales Coaching has an indirect impact on revenue, Deal Coaching has a direct impact.
The top 25% of Sales Managers spend more time on the following ten activities than the bottom 25% of Sales Managers (half of them –in green – are related to Deal Coaching).
ADVANCING THE SELLER'S SKILLSETReview a rep's calls and email conversations, discuss areas for improvements in the sales process, conduct sales training, and more.
ADVANCING THE BUYER'S POSITIONUnderstand deal health by assessing deal legitimacy and seller's position with the buying team, uncover gaps, and determine the next best steps to advance the deal.
Nancy Nardin, Founder, Smart Selling Tools
Sales Coaching is essential to develop a seller’s sales skills and drive good behavior. Deal Coaching takes coaching to the next level and is critical in Enterprise selling, often the difference between winning or losing a deal. Deal Coaching helps sellers identify winnable deals and create a strategic game plan to win.
Why Enterprise Sales Requires Deal Coaching to Succeed 
