Create a Shadow-Call Observation Template

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.

• [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)

Agency: Loop & Co — SEO + content + Webflow | New rep: SDR | Shadow: discovery + proposal review | Methodology: MEDDPICC | 15 calls in first 30 days

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: __

• 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.