Most frontline sales managers want to coach better. The problem isn't motivation. It's knowing what to coach, when to coach it, and where to invest their time (which reps need attention, and which deals deserve focus).
Managers sit down for a weekly deal review. The rep says the deal is progressing well. But what does that actually mean? Is their champion really a champion, or just a friendly contact? Have they mapped the decision process, or are they guessing? The manager can see the deal is moving forward, but can't see the quality of execution underneath.
And even when a gap is identified, the moment to fix it has often passed. The meeting already happened. The proposal already went out. Coaching is happening retroactively instead of in real-time.
Without clear frameworks for evaluating execution and visibility into deals as they unfold, managers end up reacting to outcomes instead of shaping the behaviors that drive them.
Deal Reviews in Accord solves both problems. It gives managers structured ways to evaluate execution quality and the real-time visibility to coach when it matters most.
How Deal Reviews in Accord Improves Coaching Effectiveness
Coaching Scores: A Framework for Consistent Evaluation
While Accord's automated Execution Score tracks the completion of key steps required for execution excellence, our Coaching Score provides managers with a structured approach to evaluating quality of these steps using a 1-3 scale.
This creates consistency in how managers assess and discuss execution:
- 1 = Needs Development. Example: A champion has been identified, but a relationship hasn't developed to advocacy level.
- 2 = Solid Execution. A champion relationship has been established, and decision-maker access secured via champion.
- 3 = Exceptional Execution. The champion actively promotes your solution in internal discussions.
Deal Review Workspace: Coaching in Context
The Deal Review tab creates a dedicated space within each Accord (the deal workspace) where managers can:
- Initiate specific coaching conversations about current execution opportunities
- Access all coaching scores and feedback within the context of ongoing work
- Update evaluations as coaching conversations develop
- Maintain coaching history connected to deal progression
This keeps coaching conversations tied to specific deal context rather than operating in separate systems or scheduled meetings.
Ensuring Accountability Through Stage-Gating
Beyond improving coaching quality, Deal Reviews in Accord can also ensure coaching consistency through CRM integration. The system automatically syncs deal review timestamps to Salesforce, enabling teams to configure stage gate rules that require completed deal reviews before opportunities can advance to subsequent stages.
For example, teams can require that deals cannot progress from "Proposal" to "Negotiation" without a completed deal review, ensuring proper management oversight at critical moments.
This integration works bidirectionally. Accord updates Salesforce with review completion data, while Salesforce validation rules prevent stage advancement without proper coaching verification.
This approach transforms deal reviews from optional activity into required governance while maintaining focus on development rather than just compliance.
From Status Updates to Skill Development
The most effective sales teams create continuous feedback loops that help reps improve execution while deals are still active. Accord Deal Reviews extends this capability by providing managers with better frameworks, timing, and context for coaching conversations.
When managers have structured approaches for evaluating execution quality and can provide coaching at the right moments, they become more effective at developing their teams. The result is more consistent execution across the entire sales organization and better outcomes for both individual reps and overall team performance.
Ready to help your managers become more effective coaches? See how Deal Reviews in Accord provides the framework and timing to make coaching conversations more impactful. Book a demo to get started.
