# Coaching rubric — TEMPLATE

> Replace this template's contents with your team's actual rubric per
> call type. The ae-rep-coaching skill loads the matching section
> based on each call's classification. Without your real rubric, the
> coaching note reflects generic sales-coaching wisdom rather than
> what your team has decided "good" looks like.

## How to use this rubric

Each call type has 4-6 criteria. Each criterion is scored 1-5 against a transcript with a citation (timestamp + 1-2 sentence quote). The Skill aggregates scores across calls; this file defines what is being scored, not how the aggregation works.

Update `last_edited` at the bottom every time you change the rubric. The Skill warns the manager when the rubric is older than 90 days.

## Discovery rubric

| # | Criterion | What 1-2 looks like | What 4-5 looks like |
|---|---|---|---|
| 1 | Opens with explicit agenda | No agenda; jumps to demo or pitch | States agenda, asks for additions, gets explicit buy-in |
| 2 | Uncovers measurable pain | Asks "any pain points?" generically | Pain quantified — money, time, headcount, risk |
| 3 | Maps the buying committee | Talks only to the loudest person | Names roles + economic buyer, asks who else weighs in |
| 4 | Tests budget and timeline early | Avoids both, hopes for the best | Both surfaced before minute 25, no awkwardness |
| 5 | Confirms next step before ending | "We'll be in touch" | Specific next step + date + named owner on each side |

## Demo rubric

| # | Criterion | What 1-2 looks like | What 4-5 looks like |
|---|---|---|---|
| 1 | Demo is anchored to discovery | Generic feature tour | Tied to ≥3 pains surfaced in discovery, named explicitly |
| 2 | Talks less than the customer overall | Monologue, ratio > 70/30 rep | Ratio ~50/50 or customer-heavier |
| 3 | Asks for reaction every 5-7 min | Talks for 20 min uninterrupted | Asks "does this match what you described?" repeatedly |
| 4 | Surfaces objections proactively | Hopes objections do not come up | Names the likely objection before the buyer does |
| 5 | Closes with mutual action plan | "Let me know what you think" | Confirms next step, decision criteria, and decision date |

## Negotiation rubric

| # | Criterion | What 1-2 looks like | What 4-5 looks like |
|---|---|---|---|
| 1 | Anchors on value before price | Leads with discount | Recaps quantified pain before discussing terms |
| 2 | Trades, never gives | Gives discount unilaterally | Every concession paired with an ask (term length, refs, timing) |
| 3 | Confirms the real decision criteria | Assumes price is the issue | Surfaces and confirms the actual blocker |
| 4 | Multi-threads the close | Single contact carrying the deal | Engages economic buyer + at least one other |
| 5 | Documents agreement same-day | Verbal only | Recap email out within 24h with terms + next step |

## Closing rubric

| # | Criterion | What 1-2 looks like | What 4-5 looks like |
|---|---|---|---|
| 1 | Confirms the path-to-signature | Asks "are we good?" | Walks through procurement, legal, security as a sequence |
| 2 | Owns the close date | Lets the buyer set the timeline | Names the date and gets explicit agreement |
| 3 | Pre-empts last-minute asks | Surprised by procurement requests | Has surfaced the redlines and asks before this call |
| 4 | Maintains champion engagement | Champion goes silent in week 2 | Champion is co-steering with the rep, has internal coverage |

## Last edited

{YYYY-MM-DD}