Coaching Insight Review Gate (QA)
A checklist with 7 steps: Pull the week's scored calls before any coaching summary leaves the team.
By InnovaAI ResearchPublished
What are the steps?
Coaching Insight Review Gate (QA)
- 01
Pull the week's scored calls before any coaching summary leaves the team
Export call scores and flagged moments from whichever conversation intelligence platform the client runs (Avoma, Demodesk, Revenue.io) and confirm the sample covers at least 10 calls or every rep's most recent three, whichever is larger.
- 02
Verify each AI-generated coaching insight against the transcript timestamp
Open the cited moment and confirm the behavior actually occurred. MIT Technology Review and Snowflake research found fewer than half of agent-generated insights lead to meaningful action, so treat every unflagged insight as unverified until a human reads the source.
- 03
Strip insights that restate activity metrics instead of observable behavior
"Rep talked 62 percent of the call" is a metric, not coaching. Rewrite it as the specific behavior and the moment it happened, or drop it from the client deliverable.
- 04
Check scorecard criteria against the client's current sales motion
If the client changed pricing, ICP, or qualification rules in the last quarter, rescore the sample against the updated playbook before presenting trends. Stale scorecards produce coaching that contradicts what the client's buyers now hear.
- 05
Flag any insight that would embarrass a named rep if forwarded to the client
Coaching notes travel. Remove individual blame language and convert it to pattern-level findings unless the client has explicitly asked for rep-level review.
- 06
Route the reviewed set to the account lead for a 15-minute sign-off
The account lead confirms the findings match what they hear on live calls. No coaching summary reaches a client dashboard or QBR deck without this checkpoint.
- 07
Log which insights the client acted on within 30 days
Track adoption per insight, not per report. This is the number that justifies the retainer renewal and separates a coaching engagement from a training one-off.