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<\/a><\/p>\nTable of Contents<\/strong><\/p>\n <\/a> <\/p>\n Pipeline coaching is when a sales manager mentors a rep during a pipeline review<\/a>, focusing on deal strategy rather than just forecasting. Instead of only tracking numbers, the conversation should center around:<\/p>\n Numbers alone don\u2019t help reps improve. They need guidance on how to move deals forward. Effective pipeline coaching ensures that every conversation adds value, helping reps navigate objections, refine their approach, and close more deals.<\/p>\n Pipeline coaching is one of the most powerful tools a sales manager has. Why? Because it directly impacts:<\/p>\n Without effective coaching, reps waste time on bad opportunities, miss key buying signals, and struggle to close.<\/p>\n But here\u2019s the problem: Most pipeline meetings aren\u2019t coaching sessions. They\u2019re status updates. Reps list off deals, managers listen, and nothing changes.<\/p>\n Leslie Venetz<\/a>, Founder of The Sales-Led GTM Agency<\/a>, sees this all the time. She puts it bluntly, \u201cInstead, use pipeline meetings as a way to dig into where deals are not converting. Uncover trends and use it as an opportunity to provide reps specific coaching on nuanced elements of the sales cycle.\u201d<\/p>\n So, what does good<\/em> pipeline coaching look like? I\u2019ll get into it in the next section.<\/p>\n <\/a> <\/p>\n The last thing salespeople need is another meeting that doesn\u2019t add value. A poorly run pipeline review can feel like just another calendar block filled with status updates that no one actually benefits from. That\u2019s why I focus on making every pipeline review a high-impact working session \u2014 something that actually helps reps close deals.<\/p>\n For reps, this means getting real support in the areas they need most \u2014 whether that\u2019s overcoming objections, multi-threading effectively, or re-engaging stalled prospects.<\/p>\n For managers, it\u2019s an opportunity to coach with intention, identify deal patterns, and help the team make real progress.<\/p>\n Here\u2019s how to make sure every pipeline review delivers value.<\/p>\n A great pipeline review starts before the meeting even begins.<\/p>\n I fully agree with Venetz\u2019s advice here: Reps should come in prepared with 2-3 areas where they need support. This flips the conversation from a passive update to an active coaching session.<\/p>\n For example, instead of a rep saying, \u201cI have a deal at 50% likelihood of closing,\u201d she should be saying, \u201cI\u2019m struggling to get buy-in from the CFO. I\u2019ve built a strong case with the VP of Sales, but I need help navigating the financial objections.\u201d<\/p>\n Now, instead of just reviewing raw numbers and CRM updates, you\u2019re strategizing together on how to win the deal.<\/p>\n If your pipeline meeting is just a rundown of open deals, you\u2019re doing it wrong.<\/p>\n Look for patterns. Are deals stalling at the same stage? Are certain accounts ghosting reps after a proposal? Is there a common objection that keeps surfacing?<\/p>\n Instead of asking, \u201cHow many deals are in your pipeline?\u201d I recommend asking:<\/p>\n By shifting the focus from what\u2019s in the pipeline to why it\u2019s not converting, you uncover real coaching opportunities that actually improve performance.<\/p>\n A pipeline review shouldn\u2019t feel like an interrogation. If reps are just responding to your questions, they\u2019re not thinking critically about their deals.<\/p>\n Flip the script \u2014 let them lead. Instead of managers running the meeting, I like to give reps some ownership in the discussion, asking questions about:<\/p>\n I\u2019ve learned that these tactics help shift meetings from status updates to real problem-solving. And more importantly, reps walk away with clear next steps instead of just passive feedback.<\/p>\n A deal with no momentum is a deal that\u2019s going nowhere. If a rep says they\u2019re \u201cwaiting to hear back,\u201d that\u2019s a red flag.<\/p>\n Challenge them to be more proactive:<\/p>\n If a deal is sitting stagnant, push for clarity:<\/p>\n Now you\u2019ve got the basics on how to run a pipeline review meeting \u2014 next I\u2019ll share some expert tips to help you improve your strategy.<\/p>\n <\/a> <\/p>\n Once you\u2019ve structured your pipeline meetings to be more than just a forecast review, the next step is optimizing your coaching approach. I\u2019ll share three key strategies to make your pipeline coaching more effective and results-driven.<\/p>\n Even though it\u2019s tempting to only address the deals about to close, I think it\u2019s important to spend time on deals early in the selling process as well. Why? It\u2019s an opportunity to get bad deals out of the pipeline early so reps don\u2019t waste their time and to offer reps some valuable insight.<\/p>\n\n
What is pipeline coaching?<\/strong><\/h2>\n
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Importance of Pipeline Coaching<\/h3>\n
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H<\/strong>ow to Conduct a Pipeline Review That Actually Moves Deals Forward<\/strong><\/h2>\n
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<\/p>\n1. Start with preparation.<\/h3>\n
2. Focus on conversions instead of updates.<\/h3>\n
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3. Give your reps ownership.<\/h3>\n
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4. Focus on next steps \u2014 not just strategy.<\/h3>\n
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Pipeline Coaching Strategy Tips<\/strong><\/h2>\n
![\"pipeline](\"http:\/\/nurseagence.com\/wp-content\/uploads\/2025\/03\/pipeline-review-2-20250224-2032688.webp\" "\\"\\"")
<\/p>\n1. <\/strong>Talk about early-stage and late-stage deals.<\/strong><\/h3>\n
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