Coaching Program Launch Sequence (Onboarding)

Coaching Program Launch Sequence (Onboarding)

1. 01

   Baseline the client's current close rate and call volume before any coaching tool is connected

   Pull 90 days of closed-won and closed-lost data from the CRM so the coaching engagement has a defensible starting number. Without a baseline, the retainer renewal conversation in month six has nothing to point at.

2. 02

   Define three to five observable behaviors the coaching program will change

   Examples: discovery question depth, next-step commitment rate, pricing objection handling. Behaviors must be scoreable from a recorded call, not described as attitudes.

3. 03

   Select the capture layer and confirm recording consent across every channel the client sells on

   Video, phone, and field calls each need separate consent handling. Platforms such as Demodesk cover multiple channels, while Revenue.io keeps capture inside Salesforce, so the choice follows the client's stack rather than the reverse.

4. 04

   Build scorecards that map one-to-one to the behaviors defined in step two

   A scorecard with twelve criteria gets ignored by week three. Keep it to the behaviors the client agreed to change and weight them equally at launch.

5. 05

   Run a two-week shadow period where calls are scored but no manager feedback is delivered

   This calibrates the scoring against real client conversations and surfaces false positives before a rep is told they underperformed on a metric the tool misread.

6. 06

   Train frontline managers on the 1:1 cadence, not on the software

   Ambition-style coaching cadences only work when the manager shows up weekly with a specific call clip and one behavior to practice. Software scheduling does not substitute for that habit.

7. 07

   Publish the first coaching report to the client with baseline, current score, and one named rep improvement

   One concrete rep story carries more weight in a renewal meeting than an aggregate dashboard. Keep the report to a single page.