Deal Coach

Overview

Deal Coach is the forward-looking counterpart to the weekly retrospective. Instead of reviewing what happened, it tells you what each open deal needs next: the exit criteria for its current stage, which are already met, and the single most important move to advance. It is built to fire the moment a deal changes stage, so the plan to leave a stage is ready as you enter it.

What it is for, on the page. Under the headline, this page says what it produces, what makes it run, and where the output lands. Every Work page reads that line from one registry, so the three answers cannot drift from the page.

Stage-aware exit criteria

Each pipeline stage, discovery, qualification, evaluation, proposal, negotiation, has a small, legible set of exit criteria tied to what a deal at that stage must have: pain identified and quantified in discovery, an economic buyer and decision criteria in qualification, a mapped decision process and understood competition in evaluation, a value case and an engaged paper process in proposal, active legal and a firm close date in negotiation. Your CRM's free-text stage is mapped onto this ladder automatically.

Grounded, deterministic coaching

The coaching is deterministic: the same deal always produces the same plan, so a rep can trust it and a manager can inspect it. An unmet criterion comes from evidence the deal is missing, the MEDDPICC captured, the stakeholders engaged, whether the close date has slipped, never invented. The book is ranked by how far each deal is from clearing its stage, so the deal that needs the most work is at the top.

Seen this before?

Under each deal's top move sits a button that asks your own closed deals whether a move like this one has come up before. It compares the deal in front of you against everything you closed in the last six months, on the same features the risk score reads plus the stage and the wording of the move, and returns at most three: whether each was won or lost, how close the match is, and how long it took to close.

It is a click rather than something that loads with the page, because it is one lookup per deal and you want it on the deal you are about to work. If nothing comes back that means nothing in your history was close enough to be worth reading across, which is a different sentence from a failed read, and the page says which happened. A rep with no closed deals yet gets the first answer honestly.

Before you send a discount

The card at the bottom of the page checks a discount against your own closed deals rather than against a policy nobody wrote down. Type the segment and the discount you are about to give, and it says where that sits in your own history: normal, high, unusually low, or past anything you have done before. The line it gives you is a question to answer, not a block: "above your historical max, is there a real reason or is this a confidence wobble?"

You do not log anything. The history builds itself from your closed deals, so a rep with a track record has a distribution already. Under each verdict you get the numbers behind it, the count of closed deals, the median, the 75th percentile and the maximum, so the sentence is checkable rather than something to take on trust.

It says when it cannot tell you. Under four closed deals in a segment there is no distribution worth grading against, so it says how many you have and how many it needs instead of inventing a band. Leave the segment blank to grade against every deal you have closed.

Nothing is sent anywhere. This is a read of your own history, and checking a number does not record it.

Where the deals come from

The coach reads your open opportunities and their MEDDPICC evidence from your connected CRM and stored records, the same source as Deal Inspection. Capture more evidence (for example with MEDDPICC Auto-Capture) and the criteria flip from gap to met on the next pass.