Coaching has a HUGE impact on win rates, ramp times for new hires, and job satisfaction across your team. Gong has built-in tools to help you coach effectively and improve in each of these areas.

  Question for Sales managers: Which Gong approach are you currently using for coaching? Some ways we love to coach are:

• We use @mentions in the “Comments” section on calls to praise publicly.

• We use @mentions in the “Comments” section on calls to coach privately.

• We ask reps to send at least one call (good or bad) for review a few days before 1:1 meetings with their manager/coach using either the “Feedback” option on their call or by tagging their manager in a comment.

• We create folders in the Call Library for topics like skills and areas of improvement. We then add calls to them and make comments to guide users on key takeaways in those calls.

• We use Gong filters for alerts about calls that may require coaching. That includes alerts for calls where reps talked for more than 65% of the time, had a monologue that’s longer than five minutes, or when no next steps were discussed on discovery and demo calls.

• We regularly view the Gong Stats tab to track user KPIs.