This One Coaching Mistake Is Killing Your Close Rate

And how to fix it before next quarter.

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Sales Systems
May 27, 2025

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This One Coaching Mistake Is Killing Your Close Rate

And how to fix it before next quarter.

If your reps are plateauing, missing quota, or losing “sure-thing” deals at the finish line—it’s probably not a motivation issue. It’s a coaching issue.

And not just any issue. It’s the mistake 90% of sales managers make:
Coaching performance, not behavior.

“Close more deals.”
“Ask better questions.”
“Push the urgency.”

Cool. But how, exactly?

Telling reps what to do isn’t coaching—it’s managing. The top sales teams win because their leaders break down the mechanics: tone, timing, body language, sequencing, objection handling. They coach the inputs, not just the scoreboard.

And here’s the kicker: most reps don’t even know what they did wrong. That lost deal? It wasn’t just pricing. It was a missed buying signal, a rushed discovery, or a soft ask. If you’re not spotting those patterns, you’re leaving millions on the table—every quarter.

Let’s fix it.

How to Coach the Right Way – 5 Fast Steps

  1. Shadow 1 Call Per Week (Live or Recording)
    You can’t coach what you don’t hear. Watch and listen.

  2. Pick 1 Skill to Focus On
    Don’t overwhelm. Master one behavior before moving on.

  3. Use Scorecards, Not Vibes
    Create a consistent, measurable coaching rubric.

  4. Coach Immediately After the Call
    The fresher the feedback, the faster the improvement.

  5. Track Coaching → Performance Trends
    Tie coaching sessions to outcomes. Data builds buy-in.

Want a team that closes like pros? Start coaching like one.


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