Most sales leaders we speak to daily already have Gong.
They're not short on data. They know which calls are going wrong, which deals are slipping, which reps aren't asking the right questions. Gong told them all of that.
What Gong couldn't tell them is why, six months later, nothing had changed and reps were still making the same mistakes.
That's the gap this article is about.
MySalesCoach and Gong solve different problems.
Gong provides conversation intelligence — call analysis, deal health, pipeline forecasting.
MySalesCoach is an execution coaching platform that changes what reps do in live deals. Teams with both tools typically use Gong to understand what's happening across the org, and MySalesCoach to change what individual reps do next.
The two are complementary, not competing.
You already have visibility. Here's how to tell if it's working.
If your team has conversation intelligence: Gong, Chorus, anything — and you can answer yes to all three of these, you probably don't need what we do:
- Managers are coaching every rep consistently, not just the ones in trouble
- Reps are applying feedback within the same week they receive it
- Win rates and average deal size have moved meaningfully in the last two quarters
If you're hesitating on any of those, keep reading.
The one-line difference
Gong — Best for visibility into what's happening across your sales org. Call analysis, deal health, pipeline forecasting, manager coaching reviews.
MySalesCoach — Best for changing what happens next and fixing issues in the moment of need. Rep behaviour in live deals, consistent execution without manager dependency, closing the gap between insight and action.
Gong tells you the diagnosis. MySalesCoach actually improves your rep's performance.
Gong is excellent at what it does
Gong is a genuinely excellent product for what it's designed to do.
It gives you visibility — across hundreds of calls, across your whole pipeline — that no manager could have without it. It surfaces patterns: what your top performers do differently, where deals go quiet, which objections come up most. It makes forecasting more defensible. It gives managers something concrete to coach from.
For sales leaders who need to understand their org at scale, it's hard to beat.
Why insight doesn't automatically equal performance
The limitation isn't a Gong problem. It's structural.
Gong generates insight. But insight requires action to become performance. And that chain — insight → manager coaching → rep applies feedback → behaviour changes → deal outcomes improve — has several places it breaks down in practice.
Managers are stretched. The reps who need the most coaching are often the ones least likely to proactively act on it. Feedback from a call review on Tuesday has a short half-life by Thursday when the next discovery call happens.
The research on this is consistent: knowing what to do and reliably doing it are two different skills. Sales teams have been trying to close that gap with training, with inspection, with more dashboards. It mostly doesn't work, because the gap isn't an information problem.
The numbers make this concrete. According to The State of Sales Coaching in 2026 research by MySalesCoach, teams coached weekly hit 76% quota attainment. Teams coached quarterly or less: 47%. A 29-percentage-point gap, with coaching frequency as the single variable — not the data available to managers, not the quality of the CRM.
Mark Ackers, Co-Founder and Head of Sales at MySalesCoach, has seen this pattern consistently: "Most teams that come to us aren't starting from scratch. They have Gong, they have pipeline reviews, they have the data. What they don't have is a mechanism that changes what the rep does next. Insight without execution is just expensive awareness."
The problem that lives between the data and the result
MySalesCoach is an execution platform. It works inside the live deal workflow — not in the review after.
Instead of generating more data for managers to act on, it embeds guidance directly where reps need it: before a call, during a deal stage, at the moment a decision needs to be made.
The result is behaviour change that doesn't depend on a manager having a free hour, or a rep remembering what they were told three days ago.
MySalesCoach vs Gong: side by side
| Gong | MySalesCoach ✓ | |
|---|---|---|
| Core function | Conversation intelligence & analysis | Execution coaching & behaviour change |
| When it operates | After calls, around pipeline review | Always on sales coaching, in the moment of need |
| Primary output | Insights, patterns, recommendations | Guided actions, reinforced behaviours |
| Who it serves most | Sales leaders, RevOps, managers | Reps, sales leaders, managers, enablement |
| Dependency | Managers must act on what it surfaces | Embedded in the flow of work — works without manager intervention |
| Right for you if… | You need visibility into what's happening | You have visibility and tools but performance isn't moving in the right direction |
When you don't need MySalesCoach
If your primary challenge is forecasting accuracy, pipeline visibility, or understanding the most used framework in sales — Gong alone might be the right answer for now.
MySalesCoach is specifically valuable when the analysis exists and execution is still the bottleneck. If your team is small enough that every rep gets genuine weekly coaching time, and that coaching is being applied, you may not have the gap we're designed to close.
We'd rather you reach that conclusion before a call than after one.
Why Gong and MySalesCoach are better together
Gong and MySalesCoach aren't competing for the same job.
The teams that get the most from MySalesCoach often use Gong alongside it — Gong to understand what's happening at the org level, MySalesCoach to change what individual reps do in their next deal. The insight layer and the execution layer are genuinely complementary when they're pointed at different problems.
Questions we hear from sales leaders who already have Gong
We've had Gong for over a year and performance hasn't moved. Is that normal?
More common than most sales leaders want to admit publicly. The pattern is consistent: insight tools surface what happens on calls, but they don't change it. The shift requires something that operates closer to the moment of execution.
Wondering how MySalesCoach works with Mindtickle? Find out here.
Our managers don't have capacity for more coaching. Does MySalesCoach require their involvement?
That's one of the core reasons teams come to us. MySalesCoach is designed to work without adding to manager workload — the guidance is embedded in the rep's workflow rather than dependent on a coaching session happening.
Is this an either/or decision with Gong?
No. The question is whether your current stack addresses both intelligence and execution. If Gong is already answering the intelligence question, the conversation about MySalesCoach starts from a different place.
What does behaviour change actually look like in practice — and how long does it take?
This depends on the specific behaviours you're targeting and where your reps are starting from. The honest answer is that durable behaviour change takes longer than a quarter — but leading indicators (call quality, stage conversion rates, manager-reported consistency) typically move faster. We'd walk you through what a realistic timeline looks like for your specific situation.
We're not sure the problem is execution — how do we diagnose it?
That's exactly the right question to bring to a first conversation. We can walk through where your current gaps are before making any recommendation.
If the data is there and results aren't, this is why
Gong is excellent at what it does.
The question isn't whether Gong is good. It's whether insight alone — however good — is enough to move performance. For most teams at scale, it isn't.
If you have the data and you're still waiting for the results, that's the gap we exist to close.
Want to know what the best sales coaching platform for b2b is? We have a guide here.
See how teams already using Gong add MySalesCoach — book a conversation and we'll start by diagnosing whether execution is actually your bottleneck.
