Coaching Data Hygiene Gate (Onboarding)

Coaching Data Hygiene Gate (Onboarding)

1. 01

   Inventory all call recording and transcription sources across the client's sales stack

   Map which tools capture calls, emails, and meetings. For example, Gong, Avoma, and Demodesk each handle different channels, so confirm coverage before building any coaching workflow.

2. 02

   Verify CRM integration completeness for each conversation intelligence platform

   Check that call logs, transcripts, and summaries sync to the CRM without manual intervention. Revenue.io, for instance, auto-logs to Salesforce, but you must confirm field mappings align with the client's pipeline stages.

3. 03

   Assess data quality on at least 50 recent recorded calls

   Look for missing metadata, incorrect deal associations, or truncated recordings. Poor data here will skew every coaching metric downstream, so fix gaps before relying on the numbers.

4. 04

   Confirm transcription accuracy for the client's industry jargon and accents

   Run a sample of transcripts past a native speaker to catch misheard product names or technical terms. If accuracy falls below 90%, consider a tool with better language support or custom vocabulary training.

5. 05

   Establish a baseline of current coaching activity and win rates

   Document how many 1:1s managers run per rep per month and the current close rate. This baseline lets you measure whether the new coaching program actually moves revenue, not just activity.

6. 06

   Define which coaching metrics will be tracked and who owns them

   Choose a small set of KPIs such as talk-to-listen ratio, objection handling score, or follow-up speed. Assign a named owner on the agency side and the client side to ensure accountability.

7. 07

   Set up a recurring data quality review cadence with the client

   Schedule a monthly 30-minute check to review new call coverage, CRM sync errors, and metric drift. This prevents the coaching program from silently degrading as the client's sales process evolves.