AI call highlight reels for coaching (L1)
Use the highlight and topic tracking your call recorder already produces. Managers coach from three-minute clips instead of hour-long recordings. Gong, Chorus, Fathom, or Fireflies all do this out of the box.
The steps
- 01
Turn on trackers for the three things you coach
Tool: Gong
Pick three behaviors: discovery depth, pricing language, next-step commitment. Trackers on anything else is noise this early. Owner: enablement lead. DoD: three trackers are live and named in the coaching guide.
- 02
Manager picks two clips per rep per week
Tool: Manual
One clip that worked, one that did not. Written feedback attached to the timestamp, not a general comment in a one-to-one. Owner: frontline managers. Pitfall: coaching from memory. Reps discount feedback they cannot hear. DoD: every rep has two timestamped coaching notes per week.
- 03
Share one anonymized clip a week with the team
Tool: Slack
A single good example, posted publicly, teaches faster than a training deck. Owner: enablement. DoD: a weekly clip post exists in the sales channel.
- 04
Get consent language right
Tool: Manual
Confirm recording disclosure meets the rules in every region you sell into before clips circulate internally. Owner: enablement plus legal. DoD: approved disclosure wording is in the call script.
Tools in this playbook
Next playbooks
Unfamiliar terms are defined in the AI and Revenue Dictionary. Related frameworks live in the framework library.