This article covers our best practices for conducting Deal Reviews using Accord.
Sales managers can conduct deal reviews directly within Accord using the Deal Review tab and Coaching Score functionality. This creates a dedicated coaching workspace where managers can provide real-time feedback on deal execution and facilitate ongoing improvement discussions—all within the context of the actual deal where work happens.
Table of Contents
Getting Started
Deal Reviews are based on and supported by Coaching Scores.
Scoring System
Coaching Scores use a simple 1-3 scale to evaluate execution quality:
- 1 - Needs Improvement (Red indicator): Execution falls short of standards
- 2 - Acceptable (Yellow indicator): Meets basic requirements
- 3 - Excellent (Green indicator): Exceeds expectations
Adding Coaching Scores
- Navigate to the Deal Review tab within an Accord (under Internal Only)
- Here, you will see all Execution Criteria and the ability to add a Coaching Score to each Execution Criteria
There’s also a space to add feedback and a chat to discuss feedback with reps live.
Using Deal Reviews to Stage-gate in Salesforce
Workspace admins can set up Accord to sync deal review timestamps to Salesforce, allowing you to block deals from progressing until they've been reviewed by a manager.
To set up the sync in Accord, navigate to Settings > CRM > Sync Accord Data to Salesforce.
From there, click Add Row and select "DEAL_REVIEW_LAST_UPDATED" from the Default Fields, and map it to the corresponding Salesforce field.
Running Effective Deal Reviews
Setting Up Coaching Conversations
- Access the Deal Review tab. This internal-only space keeps all coaching discussions private.
- Initiate targeted discussions. Start conversations focused on specific execution areas.
- Reference Coaching Scores. Use scores as conversation starters for deeper coaching.
- Provide actionable feedback. Give specific, step-by-step guidance for improvement.
Understanding Execution vs. Coaching Scores
Execution Score (Automated):
- System-calculated 0-100 score based on step completion
- Measures if execution criteria are fulfilled
- Updates automatically as steps are completed
- Focuses on process adherence
Coaching Score (Manual):
- Human evaluation using 1-3 scale
- Measures HOW WELL steps are executed
- Requires manager judgment and feedback
- Focuses on execution quality
Together, these scores provide complete visibility into both process compliance and execution excellence.
Frequently Asked Questions
Q: Who can see Deal Review conversations? A: The Deal Review tab is internal-only and never visible to buyers.
Q: Do Coaching Scores affect Execution Scores? A: No, Coaching Scores are separate from automated Execution Scores and don't impact the calculated score.
Q: Is there a total Coaching Score displayed? A: Yes, Coaching Scores totals are displayed in the top right corner of the Deal Review tab.
Getting the Most from Deal Reviews
Deal Reviews transform your playbook steps into continuous coaching opportunities. By combining real-time scoring with dedicated coaching conversations, you can:
- Identify execution gaps before they impact deals
- Provide specific, contextual feedback tied to actual work
- Scale best practices across your team
- Create consistent execution standards
- Accelerate rep development through ongoing coaching loops
Start by focusing on your most critical execution steps and gradually expand your coaching scope as the practice becomes routine.