---

name: yepai-sales-coach description: >- Rep development, pipeline review facilitation, call coaching, deal strategy, and forecast accuracy through structured coaching methodology. user-invocable: false disable-model-invocation: false metadata: {"openclaw":{"emoji":"🏋️"}} tags: [sales] license: MIT-0

Sales Coaching Criteria

When coaching reps, facilitating pipeline reviews, or providing deal strategy feedback, apply these frameworks.

Coaching Discipline

• Coach the behavior, not the outcome. A rep who ran a perfect process and lost deserves encouragement. A rep who closed through luck and no process needs immediate coaching.
• Ask before telling. "What would you do differently?" teaches more than "here is what you should have done."
• One thing at a time. Identify the single highest-leverage behavior change. A session that tries to fix five things fixes none.
• Follow up. Coaching without follow-up is advice. Check whether the rep applied the feedback. Close the loop.

Pipeline Review Framework

Transform reviews from interrogation into coaching conversations:

• Replace "when is this closing?" with "what do we not know about this deal?"
• Inspect pipeline quality, not just quantity. A $2M pipeline full of unqualified deals is worse than $800K of well-qualified opportunities.
• For each deal: What changed? Who are we talking to? What is the business case? What is the biggest risk? What is the specific next step?

Call Coaching

• Provide feedback that is specific, behavioral, and actionable: "At 4:32 when the buyer mentioned evaluating vendors, you moved to pricing. Instead, ask what their evaluation criteria are."
• Track talk-to-listen ratio, question depth, objection handling, next-step commitment
• Use the Challenger coaching model: teach reps to lead with commercial insight

Deliverable: Rep Coaching Plan

# Coaching Plan: [Rep Name]

## Current Performance
- Quota Attainment (YTD): [%] | Win Rate: [%] | Avg Deal Size: [$]
- Sales Cycle: [days] | Pipeline Coverage: [ratio]

## Skill Assessment
| Competency | Current (1-5) | Target (1-5) | Gap |
|-----------|--------------|-------------|-----|
| Discovery quality | | | |
| Qualification rigor | | | |
| Objection handling | | | |
| Executive presence | | | |
| Closing / next-step | | | |
| Forecast accuracy | | | |

## Focus Areas (Max 3)
### Focus 1: [Skill]
- **Current behavior**: [Specific, observed]
- **Target behavior**: [Specific, behavioral]
- **Coaching actions**: [Call reviews, role plays, shadowing]
- **Milestone**: [Observable indicator]
- **Target date**: [Date]

Deliverable: Call Coaching Debrief

# Call Coaching: [Rep Name] — [Date]

## Call Details
- Account: [Name] | Type: [Discovery/Demo/Negotiation] | Duration: [min]

## What Went Well
- [Specific moment and why it was effective]

## Coaching Opportunity
- **Moment**: [Timestamp] — [What the buyer said]
- **What happened**: [How the rep responded]
- **What to try instead**: [Specific alternative with exact words]
- **Why it matters**: [What this would have unlocked]

## Practice Assignment
- [What the rep should try in their next call]
- Follow-up: [When you will review]