# Sales Coaching > Coach sales reps with call reviews, skill development plans, and role-play practice. Use this skill whenever a manager wants to coach a rep, a rep wants to improve their skills, someone asks for feedback on a sales conversation, needs help with a skill development plan, says "coach me on [skill]", "review my call", "how can I improve my close rate", "what should I work on", or when building a tra… - **Type:** Skill - **Install:** `agentstack add skill-jbalbu01-sales-enablement-plugin-sales-coaching` - **Verified:** Yes — security-reviewed for prompt injection and unsafe behavior - **Seller:** [jbalbu01](https://agentstack.voostack.com/s/jbalbu01) - **Installs:** 0 - **Category:** [Agent Skills](https://agentstack.voostack.com/c/agent-skills) - **Latest version:** 0.1.0 - **License:** MIT - **Upstream author:** [jbalbu01](https://github.com/jbalbu01) - **Source:** https://github.com/jbalbu01/sales-enablement-plugin/tree/main/skills/sales-coaching ## Install ```sh agentstack add skill-jbalbu01-sales-enablement-plugin-sales-coaching ``` Requires the [AgentStack CLI](https://agentstack.voostack.com/docs/cli). Works with Claude Code, Cursor, and any MCP-compatible agent. ## About # Sales Coaching Help managers coach their reps and help reps develop their own skills. Effective coaching isn't about telling people what to do — it's about asking the right questions, providing specific feedback, and creating a safe space to practice. ## Coaching Philosophy Great sales coaching: - **Is specific** — "Your discovery was weak" isn't coaching. "You asked 3 situation questions but no implication questions" is coaching. - **Is timely** — Coach close to the event, not weeks later. - **Balances positive and constructive** — Reinforce what works before suggesting changes. - **Uses evidence** — Reference specific moments from calls, not general impressions. - **Is collaborative** — Ask the rep what they think first, then build on their self-awareness. --- ## How It Works ``` ┌─────────────────────────────────────────────────────────────────┐ │ SALES COACHING │ ├─────────────────────────────────────────────────────────────────┤ │ MODES │ │ 1. Call Review — Analyze a specific call or meeting │ │ 2. Skill Assessment — Evaluate rep across core competencies │ │ 3. Development Plan — Create a personalized improvement plan │ │ 4. Role-Play — Practice specific scenarios with feedback │ │ 5. Coaching Template — Give managers a structured coaching guide │ ├─────────────────────────────────────────────────────────────────┤ │ COMPETENCY AREAS │ │ • Discovery & questioning │ │ • Objection handling │ │ • Presentation & demo skills │ │ • Negotiation & closing │ │ • Pipeline management & qualification │ │ • Business acumen & executive presence │ │ • Time management & productivity │ ├─────────────────────────────────────────────────────────────────┤ │ SUPERCHARGED (when you connect your tools) │ │ + ~~conversation intelligence (Gong): Pull transcripts directly │ │ + ~~conversation intelligence (Gong): Talk-listen ratios, topics│ │ + ~~conversation intelligence (Gong): Aggregate call patterns │ │ + ~~CRM: Rep deal data — win rates, cycle length, patterns │ │ + ~~CRM: Performance vs. team averages │ │ + ~~chat: Internal feedback and coaching discussions │ └─────────────────────────────────────────────────────────────────┘ ``` --- ## Getting Started - "Review this call transcript and give me coaching feedback" - "Create a development plan for a rep who struggles with discovery" - "Help me practice handling the 'we need to think about it' stall" - "Assess my skills and tell me where to focus" - "Build a coaching template for my 1:1s with reps" --- ## Execution Flow ### Step 0: Automatic Data Pull (Before Asking the User Anything) **CRITICAL:** Before asking for a transcript or manual context, check what MCP tools are available. Coaching grounded in data is more impactful than coaching from gut feel. #### Gong Data Pull (Highest Impact for Coaching) Check if you have access to Gong tools (look for tools prefixed with `gong_`). If Gong tools ARE available: **For Call Review mode:** 1. **Find the call.** If the user names a company or date, use `gong_search_calls` with `from_date`/`to_date` to locate the call. 2. **Pull the transcript.** Use `gong_get_transcript` with the `call_id` — this replaces the need to paste transcripts. 3. **Pull call analytics.** Use `gong_get_call_details` to get: - Talk-to-listen ratio (target: 40:60 or better) - Topics discussed (auto-detected by Gong) - Tracker matches (competitor mentions, pricing discussions, next steps) - Action items identified - Speaker statistics (interruptions, longest monologue, question count) 4. **Pre-fill the Key Metrics table** with actual call data instead of estimates. **For Skill Assessment / Development Plan mode:** 1. **Pull call history for the rep.** Use `gong_search_calls_by_participant` with the rep's email. 2. **Aggregate patterns across calls.** Use `gong_get_call_stats` for the rep's recent period: - Average talk-to-listen ratio across calls - Average number of questions asked per call - Most frequent topics and trackers - Trend over time — are they improving? 3. **Identify coaching moments.** Use `gong_get_call_details` on 3-5 recent calls to find: - Calls with low question count (discovery weakness) - Calls with high talk ratio (not listening enough) - Calls where competitors were mentioned (competitive handling skill) - Calls with no confirmed next steps (closing discipline) #### CRM Data Pull Check if you have access to CRM tools (look for tools containing `search_crm_objects`, `get_crm_objects`, or similar). If CRM tools ARE available: 1. **Pull rep's deal performance.** Search `deals` filtered by `hubspot_owner_id` matching the rep. - Properties: `dealname`, `amount`, `dealstage`, `closedate`, `createdate`, `hs_deal_stage_probability` - Calculate: win rate, avg deal size, avg cycle length 2. **Compare to team.** Pull all deals to compute team averages for the same metrics. - Where is this rep above/below team average? 3. **Identify stage-specific issues.** Look at where the rep's deals die: - High loss rate at Discovery → coaching focus on discovery skills - High loss rate at Proposal → coaching focus on value articulation - Long time in Negotiation → coaching focus on closing 4. **Map rep name.** Use `search_owners` to get the owner record. #### Chat Data Pull If chat tools are available (`slack_search_public`, `slack_search_public_and_private`): 1. Search for the rep's name in coaching/management channels 2. Look for any prior feedback, kudos, or flagged issues from the team #### Present What You Found > "I pulled **[N] calls** from Gong for [Rep Name] over the last [N] days. Their average talk-to-listen ratio is **[X:Y]** (team avg: [A:B]) and they ask an average of **[N] questions per call** (team avg: [N]). Per CRM, their win rate is **[X]%** vs team average of **[Y]%**, and they tend to lose deals at the **[Stage]** stage. Running the coaching analysis now..." ### Step 1: Gather Remaining Context After the auto-pull, ask ONLY for what the tools couldn't provide: - **For Call Review:** If no Gong access, request the transcript or notes - **Context not in CRM:** What was the rep trying to accomplish? What's the coaching goal? - **Manager input:** Specific areas they want to focus on ### Step 2: Generate Coaching Output Use ALL evidence — Gong call data, CRM performance data, Slack observations, and user input. Cite sources: "Per Gong (call 1/15):", "Per CRM (last 90 days):", "Per Slack:", "User reported:" ### Step 3: Store Insights - Update `memory/team.md` with coaching findings and updated skill scores for the rep - Update `memory/deal-patterns.md` if coaching reveals rep-specific patterns - Log the coaching interaction in the rep's Interaction Log --- ## Call Review Mode ### What I Need (When Tools Aren't Connected) - **Call transcript or notes** — The more detail, the better the coaching - **Context** — Deal stage, prospect profile, what the rep was trying to accomplish - **Outcome** — What happened after the call? **When Gong is connected:** I'll pull the transcript and analytics automatically. Just tell me which call (company name, date, or rep name). ### Output Format ```markdown # Call Review: [Company] — [Date] **Rep:** [Name] **Call Type:** [Discovery / Demo / Negotiation / Follow-up] **Duration:** [If known] **Overall Rating:** [1-5 stars] --- ## What Went Well 1. **[Specific moment]** — [Why it was effective] > "[Quote from the call if available]" 2. **[Specific moment]** — [Why it was effective] --- ## Areas for Improvement 1. **[Specific moment]** — [What happened and why it matters] > "[Quote or description]" **Better Approach:** [Specific alternative with example language] 2. **[Specific moment]** — [What happened] **Better Approach:** [Alternative] --- ## Key Metrics | Metric | This Call | Target | |--------|----------|--------| | Talk-to-listen ratio | [X:Y] | 40:60 or better | | Discovery questions asked | [N] | 8-12 | | Implication questions | [N] | 3-5 | | Next steps confirmed | [Yes/No] | Always | | Objections addressed | [N of N] | All | --- ## Coaching Questions Ask the rep these questions in your 1:1 (don't just tell them): 1. "What do you think went well on that call?" 2. "[Specific coaching question about an improvement area]" 3. "If you could redo [moment], what would you do differently?" 4. "What do you need from me to [improve area]?" --- ## Priority Focus Area **This week, focus on:** [One specific skill] **Practice exercise:** [Concrete exercise the rep can do] **Success looks like:** [Observable behavior change] ``` --- ## Skill Assessment Mode ### Competency Framework Rate the rep on each competency (1-5 scale): ```markdown # Skill Assessment: [Rep Name] **Date:** [Date] **Assessed by:** [Manager name or self-assessment] | Competency | Rating | Evidence | Priority | |-----------|--------|----------|----------| | Discovery & questioning | [1-5] | [Specific evidence] | [High/Med/Low] | | Objection handling | [1-5] | [Evidence] | [Priority] | | Demo / presentation | [1-5] | [Evidence] | [Priority] | | Negotiation & closing | [1-5] | [Evidence] | [Priority] | | Qualification discipline | [1-5] | [Evidence] | [Priority] | | Business acumen | [1-5] | [Evidence] | [Priority] | | Pipeline management | [1-5] | [Evidence] | [Priority] | | Communication (written) | [1-5] | [Evidence] | [Priority] | | Communication (verbal) | [1-5] | [Evidence] | [Priority] | | Coachability | [1-5] | [Evidence] | [Priority] | **Overall:** [X/50] ## Strengths to Leverage [Top 2-3 competencies and how to use them as differentiators] ## Development Priorities [Top 2 competencies to focus on and why — don't try to fix everything at once] ``` --- ## Development Plan Mode ```markdown # Development Plan: [Rep Name] **Period:** [30/60/90 days] **Focus Areas:** [Top 2 skills] **Manager:** [Name] --- ## Skill 1: [Competency] **Current Level:** [Description of where they are] **Target Level:** [Description of where they need to be] ### Week 1-2: Foundation - [ ] [Learning activity — read, watch, study] - [ ] [Practice activity — role-play, mock calls] - [ ] [Manager action — observe, provide example] ### Week 3-4: Application - [ ] [Apply on real calls with observation] - [ ] [Self-assess after each call] - [ ] [Manager debrief and feedback] ### Week 5-8: Reinforcement - [ ] [Independent application with spot-checks] - [ ] [Peer coaching — teach someone else] - [ ] [Measure improvement with specific metrics] **Success Metric:** [How you'll know they've improved] --- ## Skill 2: [Competency] [Same structure] --- ## Check-in Schedule | Date | Focus | Deliverable | |------|-------|-------------| | [Date] | Baseline assessment | Call recording review | | [Date] | Progress check | Role-play demonstration | | [Date] | Mid-point review | Metrics review | | [Date] | Final assessment | Updated skill scores | ``` --- ## Role-Play Mode I'll play the prospect and give you real-time feedback: 1. **Set the scenario** — Tell me who I am (title, company, situation) 2. **State your goal** — What skill are you practicing? 3. **We role-play** — I'll be realistic, not easy 4. **I debrief** — Specific feedback on what worked and what to adjust 5. **We repeat** — Practice until it feels natural I calibrate difficulty. If you're new, I'll start with straightforward scenarios. If you're experienced, expect curveballs and multi-threaded objections. --- ## Related Skills - **objection-handling** — Dedicated objection practice and frameworks - **discovery-guide** — Discovery-specific coaching and practice - **win-loss-analysis** — Use deal outcomes to identify coaching opportunities - **playbook-builder** — Embed coaching frameworks into team playbooks ## Source & license This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code. - **Author:** [jbalbu01](https://github.com/jbalbu01) - **Source:** [jbalbu01/sales-enablement-plugin](https://github.com/jbalbu01/sales-enablement-plugin) - **License:** MIT Install and usage instructions live in the source repository linked above. ## Pricing - **Free** — Free ## Security capabilities Automated source analysis of v0.1.0 — what this tool can access: - **Network access:** no - **Filesystem access:** no - **Shell / process execution:** no - **Environment & secrets:** no - **Dynamic code execution:** no *"Yes" means the capability is present in the source — more access means more to trust, not that it is unsafe.* ## Versions - **0.1.0** — security scan: passed — Imported from the upstream source. ## Links - Listing page: https://agentstack.voostack.com/l/skill-jbalbu01-sales-enablement-plugin-sales-coaching - Seller: https://agentstack.voostack.com/s/jbalbu01 - Browse the marketplace: https://agentstack.voostack.com/browse --- Listed on AgentStack — the marketplace for AI agent skills and MCP servers. Every listing is security-reviewed. Creators keep 70%.