Smarter Week

How to automate it

How to automate “listen back to rep calls to coach them”

Here is the best way to spend less time on this, best first. Each comes with steps you can follow today.

60 min
typically, once a week
50%
of the time can be automated
Some setup
to set up

Fix 1 of 1

Software feature

Use call-recording scorecards and search instead of listening to whole calls

Gong, Avoma, Fathom and HubSpot call tools score calls against your playbook and let you jump to the moments that matter, like pricing or competitors.

Typically saves about 50% of the time1 h to set up
  1. 1Turn on scorecards or AI call scoring in your call tool.
  2. 2Write your playbook as 5 to 8 yes/no criteria.
  3. 3Each week, review the lowest-scoring calls and jump to flagged moments.
  4. 4Leave time-stamped comments for the rep instead of booking a separate review.

Tools: Gong · Avoma · Fathom · ZoomInfo Chorus · HubSpot conversation intelligence

Quick wins

Have you tried…

Have you used AI call scorecards to find the calls worth coaching?
Call tools like Gong or Avoma score every call against your playbook and mark key moments, so you review the right five minutes instead of the whole hour.

Who does this task

Roles in our library that list this as one of their common tasks. Each guide covers the rest of that role’s week.

Sales Manager

HourLeak · the 8-minute work audit

How many hours does this cost you?

The free 8-minute check works out where your week goes and gives you your top fixes. The team scan does the same for everyone and adds it up, so you know which leaks to fix first.

Take the free check Scan my team, $49

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Other common tasks for Sales Managers