Hook:
Ever wonder why some sales teams close deals effortlessly while others struggle with the same prospects, tools, and market conditions? The answer might be simpler—and more collaborative—than you think.
The Problem:
Most sales teams leave their best learning tool on the table: real discovery calls. They review metrics, role-play scenarios, and invest in training—but rarely huddle as a team to dissect what’s actually happening in the trenches.
The Fix: Weekly Team Call Reviews
In many parts of my career, my sales team did something radical. We blocked one hour, hit play on a 30-minute discovery call, and unpacked it together. No scripts, no egos—just raw feedback and collective problem-solving.
Here’s How It Works:
- Pick a Call: Choose a recent discovery call (win or loss).
- Press Pause—A Lot: Stop the recording to ask:
- Were there any warning signs you noticed in this conversation?”
- “What’s your approach to addressing this concern?”
- “What’s the next question you’d ask, and what’s your reasoning behind it?”
- “Do you think we got to the root issue, or are we still on the surface?”
- “What did the prospect actually mean by that?”
- “How do you interpret what the prospect was really saying?”
- Rotate the Spotlight: The call owner (in this case, “Sarah”) isn’t the only one learning. Everyone shares tactics, flags blind spots, and brainstorms next steps.
Why This Works:
- Collective Intelligence: Your team sells to the same buyers. Pooling insights = faster pattern recognition.
- Low Effort, High ROI: One hour/week sharpens questioning skills, objection handling, and active listening—for everyone.
- Psychological Safety: Junior reps learn without judgment. Veterans stay humble. Wins (and mistakes) become team property.
The Kickertm:
This isn’t just about “sales coaching.” It’s about creating a team that thinks like top performers. When you normalize dissecting calls together, you build a culture where:
- Reps proactively ask, “Can we review this call?”
- “That’s how we’ve always done it” dies on the vine.
- Deal risks get flagged earlier—before pipelines bleed.
Your Move:
If your team isn’t doing this weekly, you’re essentially letting your hardest-won data—real prospect conversations—collect dust. Block the hour. Hit play. Repeat.
PS The best sales teams don’t just work in the business—they work on the business. What’s one call you’ll review this week?
Disclaimer note:
The opinions expressed in this post are those of the author. They do not purport to reflect the opinions or views of any company or their associates.
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