ProductCoaching
Coaching that follows the rep from call to call.
Turn the category a rep keeps missing into a focus, back it with the calls that show it, and watch it improve on every call that follows.
Marcus’s focus: Objection handling
Set by Priya Nair · Sep 12 · Target 70%
CallScoreChange
Initech — renewalToday66%+18
Globex — discoverySep 2248%—
Hooli — demoSep 1858%+10
Acme — follow-upSep 1552%+4
Soylent — pricingSep 1244%Baseline
How it works
1Spot
Spot the category they keep missing
Averages across a rep’s recent calls show which part of the playbook needs work.
Marcus Liu
Last 6 calls · Enterprise Discovery v3
Discovery71%Met 60%
Pain & impact76%Met 70%
Economic buyerReq63%Met 60%
Objection handlingReq49%Below 70%
Next steps84%Met 75%
2Assign
Assign it as a focus
Pick the category, add a note on what good sounds like, and attach the calls that show the gap.
New focus for Marcus Liu
Enterprise AE
Category
Objection handling
Note for Marcus
Hold price. Ask what’s driving the concern before offering anything.
Evidence
Globex — discovery at 14:02 · Initech — renewal at 21:30
Set focus
3Review
Reply on the exact moment
When a rep asks for a review, answer on the point in the call it’s about. They mark it seen, so nothing sits unread.
Review requested
Globex — discovery
ML
Marcus
Can you look at how I handled pricing here?
DK
Dana14:02
You offered the discount first. Ask what’s driving it, then anchor on their priorities.
ML
Marcus
Got it. Tried it on Initech today.
Acknowledged
4Track
Watch it improve
Every new call updates the focus, so you both know when it’s working and when to move on.
Objection handling · Marcus
Since focus was set
61%+17 ptsTarget 70%
Sep 12Today
Recent calls
Initech — renewalToday66%+18
Hooli — demoSep 1858%+10
Everything included
Coaching that doesn’t get lost
One focus at a time
A single category to practice.
Evidence attached
The calls and moments behind it.
Progress tracking
Updated with every new call.
Replies on the moment
Feedback pinned to the exact point.
Acknowledgements
Know when a rep has read it.
Nudges
A gentle reminder when a note sits unseen.
Needs your decision
Requests and flags on your Home.
Team view
Every rep’s focus in one place.
Replace or clear
Move on once the target is met.
From LearnAll articles
Questions
Common questions
Reps improve faster practicing one skill for a few weeks than working on a full scorecard at once.
Yes. It sits at the top of their Home with the calls that show it.
Individual reps can still see their scores and moments, but focus areas are set by managers.
More of the workflowHow it works