Glossary

Call review is the sales coaching activity with the highest impact on improving rep knowledge and persuasiveness. It’s as simple as recording sales rep calls with customers, listening to one or two every week, then meeting with the rep to provide feedback and ways to improve.

Call architectures are a helpful tool during role plays and call reviews since managers can visually show correct responses.

All organizations serious about improving sales rep skills and techniques in meetings must do call review. Call review is helpful with established reps but especially important with new reps.