sales-call-review

What this skill does

# Review a Sales Call

Help the user review a sales call — score it against best practices, identify key moments, extract coaching insights, and plan follow-up actions.

## Step 1 — Gather context


If `references/learnings.md` exists, read it first for accumulated knowledge.

Ask the user:

1. **What type of call was this?**
   - A) Discovery / qualification call
   - B) Demo / product presentation
   - C) Negotiation / pricing discussion
   - D) Follow-up / check-in
   - E) Executive briefing
   - F) Technical deep-dive
   - G) Closing call
   - H) Other — describe it

2. **What feedback are you focused on?**
   - A) Overall call quality and coaching points
   - B) Specific methodology scoring (MEDDPICC, SPIN, Challenger)
   - C) Talk-to-listen ratio and engagement patterns
   - D) Objection handling moments
   - E) Next steps and commitment quality
   - F) All of the above

3. **Do you have a transcript or recording?**
   - A) Yes — I'll paste the transcript
   - B) Yes — I'll describe what happened
   - C) No — I want a general call review framework to use
   - D) I have Salesloft Conversations data (scores, topics, etc.)

4. **Who is providing/receiving feedback?**
   - A) Manager reviewing a rep's call
   - B) Rep self-reviewing their own call
   - C) Peer review / team coaching session
   - D) Preparing feedback for a 1:1

**If the user's request already provides most of this context, skip directly to the relevant step.** Lead with your best-effort answer using reasonable assumptions (stated explicitly), then ask only the most critical 1-2 clarifying questions at the end — don't gate your response behind gathering complete context.

## Step 2 — Call scorecard

Use this scorecard as a framework — adapt the dimensions based on call type and what the user asked to focus on. Not every dimension applies to every call (e.g., objection handling may not come up in a first discovery call).

| Dimension | Score (1-5) | Evidence | Coaching note |
|-----------|-------------|----------|---------------|
| **Opening & rapport** | | Did they earn the right to continue in the first 30 seconds? | |
| **Discovery depth** | | Did they uncover real pain, impact, and urgency? Or stayed surface-level? | |
| **Active listening** | | Did they paraphrase, ask follow-ups, and build on what the prospect said? | |
| **Value articulation** | | Did they connect capabilities to the prospect's specific situation? | |
| **Objection handling** | | Did they acknowledge, clarify, and address objections effectively? | |
| **Next steps** | | Did they secure a specific, time-bound commitment? | |
| **Talk-to-listen ratio** | | Target: 40-60% talk for discovery, 60-70% for demos | |
| **Longest monologue** | | Target: under 2 minutes. Long monologues lose prospects. | |
| **Filler words** | | Excessive "um", "like", "you know", "basically" erode credibility | |

**Overall score**: Average of all dimensions → Rating:
- 4.5-5.0: Exceptional — use as a coaching example
- 3.5-4.4: Strong — one or two areas to sharpen
- 2.5-3.4: Developing — clear coaching priorities
- 1.0-2.4: Needs significant improvement — focus on fundamentals

### Methodology-specific scoring layers

**MEDDPICC layer** (if applicable):
| Element | Addressed? | What was uncovered | What's still missing |
|---------|-----------|-------------------|---------------------|
| Metrics | | | |
| Economic Buyer | | | |
| Decision Criteria | | | |
| Decision Process | | | |
| Paper Process | | | |
| Implicate the Pain | | | |
| Champion | | | |
| Competition | | | |

**SPIN layer** (if applicable):
| Question Type | Count | Quality (1-5) | Best example |
|--------------|-------|---------------|-------------|
| Situation | | | |
| Problem | | | |
| Implication | | | |
| Need-Payoff | | | |

**Challenger layer** (if applicable):
- Did they teach something the prospect didn't know? (Teach)
- Did they tailor the message to this specific stakeholder? (Tailor)
- Did they maintain control of the conversation and process? (Take Control)

## Step 3 — Key moments analysis

Identify and analyze the most important moments:

### Best moment
What was the single best thing the rep did on this call? Quote it if possible and explain why it worked.

### Missed opportunity
What was the biggest moment they could have capitalized on but didn't? What should they have said or done instead?

### Objection moments
For each objection that came up:
| Objection | How it was handled | Better approach | Rating (1-5) |
|-----------|-------------------|-----------------|---------------|

### Buying signals
List any positive signals the prospect gave (verbal or behavioral):
- Asking about implementation timeline
- Mentioning other stakeholders who should see this
- Asking about pricing/packaging
- Describing their current process in detail (shows trust)

### Risk signals
List any warning signs:
- Vague commitment to next steps
- "We'll get back to you" without a specific date
- Avoiding budget/authority questions
- Comparing to a competitor without being asked

## Step 4 — Coaching recommendations

Provide 3-5 specific, actionable coaching recommendations:

For each recommendation:
1. **What to improve**: Specific skill or behavior
2. **Why it matters**: Impact on deal outcomes
3. **How to practice**: Concrete drill or exercise
4. **Example**: What "great" sounds like for this specific situation

### Practice drills
- **Discovery depth drill**: Take a surface-level answer and practice asking 3 layers deeper. "You mentioned X. Help me understand — what's the impact of that on [metric]? If that continues for another quarter, what happens?"
- **Monologue breaker drill**: Practice delivering any point in under 60 seconds, then asking a question. Set a timer.
- **Objection sparring**: Role-play the top 3 objections from this call. Practice acknowledge → clarify → respond → check.
- **Next steps drill**: Practice ending every conversation with "Based on what we discussed, the logical next step is [specific]. Does [specific date/time] work for you to [specific action]?"

## Step 5 — Follow-up action items

Extract concrete action items from the call:

### Commitments made
List everything both sides committed to doing, with owners and deadlines.

### Unanswered questions
List questions the prospect asked that weren't fully answered, plus questions the rep should have asked but didn't.

### Stakeholders to engage
Who was mentioned on the call that needs to be brought into the process? What's the plan to reach them?

### Draft follow-up email
Write a follow-up email the rep can send within 24 hours:
- Recap what was discussed (in the prospect's language, not yours)
- Confirm next steps and dates
- Attach anything promised
- Add one piece of value not discussed on the call
- Keep it under 200 words

### Next call agenda
If a follow-up call was booked, draft a proposed agenda:
1. Recap and confirm any changes since last call
2. [Topic based on what was left unresolved]
3. [New topic to advance the deal]
4. Confirm next steps and timeline

For platform-specific call review guidance (Revenue.io, Seismic, ZoomInfo Chorus, Outdoo, Jiminny, Enthu.AI, NICE CXone, Sybill, Balto, Weflow), see `references/platforms.md`.

## Related skills

- `/sales-sybill` — Sybill platform help (CRM Autofill, Deal Workspace, Ask Sybill, Magic Summaries)
- `/sales-jiminny` — Jiminny platform help (coaching-focused conversation intelligence, revenue intelligence, 8 CRM integrations)
- `/sales-gong` — Gong platform help (Smart Trackers, coaching scorecards, deal boards, transcript API)
- `/sales-note-taker` — Picking an AI note-taker (Fathom, Fireflies, Avoma, Gong, etc.) or wiring its API into CRM/warehouse for transcripts and summaries
- `/sales-salesloft` — Salesloft Conversations settings, coaching playlists, recording configuration
- `/sales-discovery` — Prep for the next discovery call with better questions
- `/sales-deal-inspect` — Assess overall deal health beyond just the call
- `/sales