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Where it lives

Deal Coaching lives at Deal Coaching.
A deal coach's stage guidance, spelling out what must be achieved and how to achieve it at each pipeline stage, alongside objection handling and enablement.

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Before you start

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How it works

Deal coaches live under Engage on the Deal Coaching page. You create a coach scoped to a pipeline and a motion template (Reselling, Co-Selling, or Referral). On creation, AI generates a first-draft playbook you then refine. The coach’s detail page has tabs for Stage Guidance, Objection Handling, Enablement, and Rules of Engagement, and a Configure dialog where you set the name, partner segments, and deal filters. When a partner works a deal that matches a coach, the coaching surfaces on the deal collaboration record as a coaching view, and the partner support agent can deliver the same guidance when asked. Coaching matches deals automatically based on the scope you set. Coaches can also check in proactively: workflow triggers reach out to the partner at set moments in a deal, rather than waiting for them to open it. See Workflow triggers below.

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Settings & configuration

Deal coaches are managed at Deal Coaching.

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Creating a coach

Use the Create Deal Coach dialog to set the Pipeline and the Start from template motion (Reselling Coach, Co-Selling Coach, or Referral Coach; default Reselling). Creating the coach starts AI generation of the initial playbook from your company details and the chosen motion.

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Configure (scope)

Open Configure on a coach to set its Name, Partner segment (which partner segments the coach applies to, empty means all partners), and Deal property segmentation (deal-property filters that limit which deals the coach matches). Finer partner-level targeting beyond segments is only available through the API, not this dialog.

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Stage Guidance

On the Stage Guidance tab, set What must be achieved (the stage objective), How to achieve it (the guidance), and an optional Email template for each pipeline stage.

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Objection Handling

On the Objection Handling tab, add common objections and the response partners should use.

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Enablement

On the Enablement tab, attach the assets partners should use during the deal.

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Rules of Engagement

On the Rules of Engagement tab, define the guardrails (what partners can promise, when to escalate, stakeholder rules) that keep partners within bounds.

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Workflow triggers (automatic check-ins)

On the Workflow Triggers tab, turn on automatic check-ins that reach the partner at key moments in a deal, instead of waiting for them to open it. Each trigger has its own on/off switch, a number of days, an optional stage scope, an Instructions for AI field (what the check-in should cover), and an optional Message Template to fix the exact wording. The trigger types are:
  • Days after deal created
  • Days before close date
  • Days after close date
  • Days in stage
New coaches start with a sensible set of triggers already enabled, generated alongside the rest of the playbook, which you can adjust or switch off.

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How-to guides

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Troubleshooting

Deal coaching requires the module to be enabled; with it off, the Deal Coaching nav and coaching surfaces are hidden. Coaching only appears on deals that match a coach’s scope, so check your filters and segments if a deal shows no coaching. The AI-generated playbook is a starting point and should be reviewed before partners rely on it.
The deal does not match any coach’s pipeline, filters, or segments.
The module is not enabled on your plan.
Refine the AI-generated stages and objections for your motion.