--- name: call-coaching-scan description: Coach the seller on a single call by stage (discovery, demo, pricing or proposal, negotiation, CS check-in) with a 0-4 rubric, talk-to-listen ratio, question quality, pains captured vs addressed, coded moments, and exact alternate wording. Use when someone asks "how did I do on this call", "coach me", "review my discovery call", "give my rep feedback", "call review", or "what should I have said". --- # Call Coaching Scan For any rep, their manager, or enablement. Grades the seller only, never the buyer. Every point ties to a moment in the call and comes with words to use next time. Rebuilt from the Momentum prompt library (Discovery Call Review, Demo Call Review, Pricing Proposal Call Review, Negotiation Call Review, Analyze an Entire Opportunity, MEDDICC Call Review coaching format). ## Inputs - The raw transcript (this skill needs seller lines, which the ledger drops) and `ledger.md` for buyer-side facts. - `rep-read.md` if present. - Who is the seller: from `gtm-context.md` (company name or email domain) or ask. Grade only seller-side speakers. - Call stage: ask if it is not obvious from the meeting title. One of: discovery, demo, pricing or proposal, negotiation, CS check-in. ## Step 1: Count before judging | Metric | How | Benchmark | |---|---|---| | Talk-to-listen | seller words / total words | discovery 30/70 seller/buyer; demo 50/50; negotiation 40/60 | | Longest seller monologue | longest uninterrupted seller turn, in words or seconds | under 90 seconds | | Questions asked | count seller questions, split open vs closed | discovery: 10+ open | | Pains captured vs addressed | PAIN rows in ledger; how many the seller asked a follow-up on | every PAIN gets a follow-up | | Next step | dated COMMITMENT row exists | yes | If the transcript has no reliable speaker labels, say the ratio is approximate. ## Step 2: Score the stage rubric, 0 to 4 0 not done, 1 barely, 2 somewhat, 3 well, 4 thoroughly. | Stage | Criteria | |---|---| | Discovery | situation questions first; pain uncovered; impact quantified; decision process and timeline; budget; active listening (summarize and confirm); no early pitching; next step | | Demo | tied to stated pains; tailored to the buyer's workflow; checked for reactions; handled objections; technical credibility; next step | | Pricing or proposal | price stated clearly and confidently; value tied to price; pricing objections handled; concessions traded, not given; commitment asked for | | Negotiation | opening and anchoring; concession management; value defended; objections handled; clear give-get; closing and next step | | CS check-in | outcomes reviewed against goals; adoption and usage; risks surfaced; expansion explored; next step | Each score cites a timestamp or says "not observed". ## Step 3: Coded moments | Time | Category | Excerpt (seller or buyer) | What happened | Coaching note | Pick the 5 to 10 moments that matter most: a missed follow-up on a pain, a pitch too early, a great question, an objection, the close. ## Step 4: Coaching - **Top 3 strengths**, each with the excerpt that shows it. - **Top 3 fixes**, each with: the excerpt, what to say instead (exact words), and why it works. Alternate wording rules: open-ended (How, What, Walk me through), funnel from broad to specific, summarize and confirm, quantify impact, never leading. Example fix: - Moment (14:22): buyer says "our forecast is mostly vibes". Seller moves to the demo. - Say instead: "When you say mostly vibes, what happened the last time the forecast missed? What did that cost you?" - Why: the buyer handed you a pain with emotion. A follow-up turns it into impact you can quote later. ## Step 5: Rules for the next call Three dos and three don'ts, specific to this rep and this deal. ## Output: `coaching.md` ```markdown # Call Coaching: , , , Rubric score: / | Talk-to-listen: / | Open questions: | Pains followed up: of ## Numbers ## Rubric | Criterion | Score | Evidence (time) | ## Coded moments ## Strengths ## Fixes (say this instead) ## Next call: do / don't ## One thing to practice this week ``` ## Rules - Grade seller-side speakers only. - Every claim cites a timestamp or excerpt. No generic sales advice. - Top 3, not top 10. A rep can act on three things. - If the Rep Read shows the rep noticed something live (a `D:` or `C` reason), credit it. Noticing is a skill.