How to coach your own calls by Kirsty Tiernan

Feeling left to fend for yourself when it comes to sales call coaching?

Here’s how to coach your own calls:

There could be many reasons why you feel unsupported in your sales call development. So in this article, I’ve pulled together some of the key things I look for when reviewing my team’s sales calls.

Call coaching has been absolutely pivotal to my success as a sales manager at Funding Circle. I’d attribute it to our team hitting 12 consecutive targets and averaging 112% performance over the course of a year. That’s why I want to share what I look out for, so you can start evaluating your own calls if you’re not getting the coaching support you need.

1. Use data to focus your efforts.

Start by identifying the part of the sales process where you’re struggling. What trends are emerging over time? For example, maybe you’re getting strong verbal commitments but can’t quite close the deal. That tells me you should dig into your pitch—how you’re presenting the offer or product.

Ask yourself: are you clearly covering all the key details? Are you actively surfacing objections with open questions? As salespeople, it’s our job to bring concerns into the open—not assume everything is fine because a customer gave a vague “yes.”

2. If the data isn’t clear, trust your gut and listen.

If you don’t have reliable data or nothing obvious is standing out, my go-to approach is to pick a few calls at random and listen critically. Ask yourself: are you really doing everything by the book on every single call?

One of the hardest parts of sales is the repetitive nature, delivering consistently, even on your 20th call of the day. But being self-aware and spotting blind spots is crucial. You’d be amazed what you notice when you spend just 30 minutes a day reviewing your own calls.

And don’t just listen to the “good” ones. Lean into the uncomfortable ones that didn’t go to plan—they’re often where the real insights are.

3. Don’t do it alone; ask for feedback.

You don’t need to rely solely on yourself. If your manager isn’t available, ask a colleague you respect for feedback. You’d be surprised how willing people are to help, most find it very flattering! Plus, it strengthens your network, which is gold in a sales environment.

Be open to what they share, but don’t forget: nobody is the finished article. Take what resonates with you and trial it in your next call. Better yet, set up a roleplay with someone you trust. If you can handle the awkwardness of a fake scenario, the real deal will feel way easier.

4. Confidence matters, know your stuff, and sound like it.

Are you confident in what you’re saying? If not, upskill yourself in the areas where you feel shaky. When you’re truly knowledgeable, it shows in your tone and delivery.

On the flip side, if you are knowledgeable but lack that confident energy, then fake it till you make it. Think of the most confident person you know, channel their energy. And don’t just focus on your words. Listen for tone, pauses and speed in which you are talking.

If you don’t feel supported, this is your chance to put yourself in the drivers seat of your career! No one else will drive your career forward like you can. The more ownership you take, the more empowered you’ll feel. You’ve got this!

Experience working at Funding Circle:

I have been at Funding Circle a bit over six years now and honestly, I love it. The people and the culture is exactly what I look for in a workplace. What's kept me here so long is working with such a passionate and driven bunch who really care about getting SMEs the funding they need. Funding Circle's been amazing for my career, helping me go from Account Executive to Senior Account Manager, and now managing a team of seven for the last couple of years. That support's really pushed me to do my best and chase my goals as a woman in tech sales.