The COACH Loop
A structured reflection tool for sales coaching, deal analysis, and skill development
Hey there friends -
I’ve written about “coaching” many times over - This one (Yes, Coach!) goes back nearly 4 years ago and points out some similarities between coaching youth sports to sales teams.
Now - as a reminder - I tend to remember things better with silly acronyms, frameworks, and structure to them. In the moment - it’s nice to fall back on something like this for me.
Whether you are coaching little league, or a sales team - the Coach Loop can come in handy to properly set the agenda, gain insights, and coach developmental improvement.
And…when the team knows the style and feedback loop - its not threatening, but helpful.
So…read below for my COACH Loop method and let me know what you think, what you’d add etc.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
COACH Loop Overview
The COACH Loop is a simple but powerful method for structuring 1:1s, team reviews, and call coaching. It balances reflection, guidance, and action - while helping reps develop sharper instincts and repeatable success.
COACH Loop Breakdown
C: Context
Set the stage.
Who was involved?
What was the goal of the interaction?
What stage was the deal in or what was the setup?
"Set the scene. What were we walking into?"
O: Outcome
Describe what happened.
What was the result?
Did it move forward or stall?
How did the buyer/team respond?
"Tell me how it actually played out."
A: Analysis
Evaluate the key dynamics.
What worked well?
Where did things break down?
Were there turning points or missed signals?
"Let’s unpack the dynamics at play."
C: Coaching
Add insight and direction.
Share guidance from experience or methodology.
Offer actionable suggestions.
Prompt self-assessment from the rep.
"Here’s how I might approach it…let’s explore some options."
H: Hindsight
Lock in the learning.
What would you do differently next time?
What should we scale or repeat?
What’s the main takeaway for the future?
"Looking back, what’s the key lesson here?"
Suggested Use Cases
Success & Stumblings (team meetings)
Call reviews (live or async)
1:1 development sessions
Team/Peer feedback loops
Sales onboarding or training
Let this method guide reps into more intentional, reflective selling. Over time, COACH becomes not just a tool - but a shared coaching language across your team.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
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