The Rep Scorecard
You cannot coach what you do not measure, and "work harder" is not coaching. This is how a Sales Operator coaches differently: score the rep on the craft, framework by framework, find the one gap holding them back, and build the plan to close it. Then track the trend, so coaching compounds instead of repeating.
Rate the rep one to five on each framework, with a real example for each score.
- PLAN, out of 20: the 3 Whys, priority alignment, stakeholder mapping, mutual next steps.
- SMART, out of 25: understanding, problem, obstacles, quantified impact, value-first next step.
- SPRINT, out of 25: situation, problem, risk, impact, next steps and timeline.
- CLEAN, out of 25: connect, lead with outcomes, evidence, anchor, next steps to a date.
- VALUE, out of 25: validate, articulate, link, differentiate, execution timeline.
Then the numbers that tell you if the craft is working: conversion by stage, average deal size, sales cycle, multi-threaded rate (three-plus contacts), and forecast accuracy.
One low score across every deal is a skill gap. Coach the skill, not the deal. A high framework score with weak KPIs is an execution or effort gap, not a skill gap. Coach the behavior. The scorecard tells you which conversation to have.
Feed the rep's recent calls, demos, and deals, or connect the call recordings and the CRM. The skill scores each framework one to five with the evidence it saw, computes the KPIs, names the single biggest development area, and drafts a coaching action plan with a next-assessment date. It does the assessment. You have the conversation, because coaching is the part only a human can do.
Score one rep on PLAN this week from their last three calls. The lowest of the four letters is your first coaching conversation. Everything else waits.
Add the skill to Claude and run this on your own business.
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