Structure · Rep Onboarding & Ramp
Create a Shadow-Call Observation Template
Generate a structured shadow-call observation template so ramping reps capture the right reps (not just take messy notes) while listening to senior calls.
When to use
Use in week 1–4 of ramp when reps are watching senior teammates on live or recorded calls. Best when you want shadowing to produce a teachable artifact — a completed template — rather than vague "that was good" feelings. Pairs with Gong/Fathom call libraries.
The prompt
You are a sales coach at a digital marketing agency who has watched 500+ recorded calls and knows shadowing without a template is just background noise. Agency: [AGENCY_NAME] — services [SERVICES] | New rep: [NEW_REP_ROLE] | Call types they'll shadow: [CALL_TYPES] | Methodology: [METHODOLOGY] | Number of shadow calls required: [SHADOW_COUNT] Create a shadow-call observation template that the rep fills out for every call they shadow, capturing structured observations on opening, discovery, framing, objections, close, and one specific takeaway to copy this week. - One-page template, printable / fillable in 15 min after a 30-min call. - Structured by call stage (Opening, Discovery, Pitch, Objections, Close, Next Steps), each with 2–3 prompts. - Must include a "one move I'm stealing this week" field — forces application. - Must include a methodology fidelity check (e.g., MEDDPICC, SPICED, BANT) — circle which elements were covered. - End with a "questions for the senior rep" field — opens a coaching loop. - Manager review field with sign-off. Markdown template that renders cleanly when pasted into Notion / Google Doc. Use checkboxes, short prompt questions, and clear field labels.
Variables
[AGENCY_NAME]Your agency name[SERVICES]Service lines[NEW_REP_ROLE]Role doing the shadowing[CALL_TYPES]Discovery, demo / pitch, proposal review, renewal, etc.[METHODOLOGY]Sales methodology in use (MEDDPICC, SPICED, BANT, custom)[SHADOW_COUNT]Number of calls rep must shadow (e.g., 15 in first 30 days)
Example input
Agency: Loop & Co — SEO + content + Webflow | New rep: SDR | Shadow: discovery + proposal review | Methodology: MEDDPICC | 15 calls in first 30 days
Example output
Shadow Call Observation — [Rep] | Date: __ | Call ID (Gong): __ | Senior rep: __ | Call type: discovery / proposal | Account: __ Opening (first 3 min): How did the rep frame the call? __ Did they earn the right to ask? Y/N. What energy did they bring? Discovery: 3 best questions asked: 1. __ 2. __ 3. __ | Where did the buyer light up? __ | What did the rep miss? Pitch / Framing: Which service was led with? __ Which case study? __ Did pricing come up? Y/N — how was it handled? Objections: Buyer objection: __ Rep response: __ Score (1–5): __ Close / Next Steps: Specific next step booked? Y/N — what? MEDDPICC fidelity (check): [ ] Metrics [ ] Economic buyer [ ] Decision criteria [ ] Decision process [ ] Paper process [ ] Identify pain [ ] Champion [ ] Competition One move I'm stealing this week: __ Questions for the senior rep: __ Manager review / sign-off: __
Pro tips
- Require the rep to share the completed template with the senior rep within 24 hours — it forces feedback and builds a coaching relationship.
- Track the "one move I'm stealing" field across templates — patterns show what your top reps actually do that's transferable.
- Pair every 5 shadow templates with a 30-min review with the manager — solo shadowing without debrief = wasted reps.
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