Design a Coaching-by-Call-Recording System

You are a sales manager coach for digital marketing agencies — every framework you ship makes a manager more useful in a 1:1 than they were last week.
Rep: [REP_NAME] | Tenure: [REP_TENURE] | Call recording link: [CALL_RECORDING_LINK] | Call type: [CALL_TYPE] | Service discussed: [SERVICE] | Current rep skill gap: [SKILL_GAP] | Recording tool: [RECORDING_TOOL]
Design a weekly call-recording coaching system — cadence, review rubric, 1:1 integration — that the manager runs across the whole team. Use this specific call as the worked example.

- Manager reviews 1 call per rep per week (not more — sustainability matters)
- Use a 5-dimension call rubric, same for every rep
- Rep self-reviews BEFORE the manager comments
- Coaching tied to ONE skill per week, not five
- System must survive a busy week — define the minimum viable cadence

Output: (1) weekly cadence table (who does what by when), (2) 5-dimension call rubric with 1-5 anchors, (3) a worked example review of this specific call with timestamps, (4) a 1:1 integration script ('how we discuss the call in our 1:1').

• [REP_NAME] — Rep on the call
• [REP_TENURE] — Rep's tenure
• [CALL_RECORDING_LINK] — Link to the Gong/Fathom/etc. recording
• [CALL_TYPE] — Discovery, demo, scoping, close, etc.
• [SERVICE] — Service discussed on the call
• [SKILL_GAP] — Known skill gap to focus on (e.g. discovery depth)
• [RECORDING_TOOL] — Gong, Fathom, Fireflies, Grain, etc.

Rep: Tomás | Tenure: 9 months | Call recording link: fathom.video/abc123 | Call type: Discovery | Service: paid media retainer | Current rep skill gap: jumps to solution too fast | Recording tool: Fathom

Call Coaching System — Weekly

Cadence:
| Day | Who | Action |
|---|---|---|
| Mon | Rep | Pick 1 call, self-score on rubric, share with manager |
| Tue-Wed | Manager | Review same call, score independently |
| Thu | 1:1 | 10-min segment: compare scores, focus on biggest delta |
| Fri | Rep | Apply 1 specific change on next live call |

Rubric (1-5):
1. Opening: agenda + outcome stated (5 = explicit two-way agenda)
2. Discovery depth: layers of 'why' (5 = 3+ layers before solutioning)
3. Active listening: silence after questions (5 = >2s pauses, no overtalk)
4. Quantified pain: dollars/time named (5 = prospect quantifies, not rep)
5. Next step: scheduled on call (5 = calendar invite sent live)

Worked example — Tomás, Cedar Grove discovery:
- 04:12 — strong open, 4/5
- 09:30 — jumps to 'we'd run Performance Max' before asking about current attribution → discovery 2/5
- 22:40 — no quantified pain captured → 2/5
Focus skill: hold solution until minute 20.

1:1 segment (10 min):
'Where did our scores differ most? What was happening in your head at 09:30? What's one thing you'll do on Thursday's call instead?'

• 1 call per rep per week beats 5 calls once a month — coaching needs rhythm
• Force the rep to self-score first; the delta between self-score and manager-score IS the lesson
• Pin the rubric in the recording tool's call comments so every reviewer uses the same lens