Coaching Plan Agent
Build one coaching plan for each rep every quarter, using their calls and won and lost deals to name the behaviours to change and the calls their manager should review with them.
- Trigger: quarterly, one plan per rep
- AI steps: name the behaviours, then turn them into a coaching plan
- Output: the coaching plan in a task assigned to the rep’s manager
Agent breakdown
A blueprint to adapt, not a fixed recipe. Set the trigger, thresholds, and methodology that fit your team, and each step builds on the last, using the conversation and CRM context you already capture.
Run once a quarter
Once a quarter, the agent starts a new coaching plan for each rep. A full quarter gives it enough time to find a pattern in how the rep works, rather than treating one bad week as a coaching problem.
- Schedule: Once a quarter
- Scope: One coaching plan per rep
Pull the rep’s calls
Next, the agent pulls three months of the rep’s own calls. These calls give the coaching plan specific conversations to point to, so the manager can hear the behaviour rather than discuss it in the abstract.
- Period: The rep’s last three months of calls
- Include: Calls handled by the rep
Pull what they won and lost
The agent then pulls the rep’s won and lost deals. These outcomes help connect what happened on the calls with the deals the rep won or lost, so the plan stays focused on behaviour that matters rather than personal style.
- Owner: The rep receiving the coaching plan
- Outcomes: Won and lost deals
Name the behaviours
Using the calls and deal outcomes, the agent names at most three behaviours worth changing. For each behaviour, it identifies two calls that show the pattern, giving the manager specific examples to use in coaching.
You are identifying the behaviours a sales manager should coach for one rep.
Input: the rep’s calls from the last three months and their won and lost deals.
Review the calls alongside the deal outcomes and name at most three recurring behaviours worth changing.
For each behaviour:
- Describe the behaviour in plain, specific language.
- Explain why it is worth coaching, using the won and lost deal outcomes as context.
- Name two calls that show the behaviour and briefly explain what happened in each one.
Rules: focus on behaviour the rep can change, not personality or speaking style. Use only patterns supported by the calls and deal outcomes. Do not invent a behaviour when the calls do not show it.
Return a list with the behaviour, why it matters, and the two calls that show it.
Turn them into a plan
The agent turns each behaviour into something the rep can practise and chooses a call for the manager and rep to review together. This gives the manager a concrete coaching plan built around what the rep actually said.
Turn the behaviours from the previous step into a coaching plan for the rep’s manager.
Input: each behaviour worth changing, why it matters, and the two calls that show it.
For each behaviour:
- Describe one specific thing the rep should practise.
- Choose one of the identified calls for the manager and rep to review together.
- Explain what they should listen for in that call and how it relates to the behaviour.
Rules: keep the practice focused on the named behaviour. Use only the calls identified in the previous step. Do not add behaviours that were not included there.
Return a coaching plan grouped by behaviour, with the practice and the call to review for each one.
Task the manager
Finally, the agent creates a task for the rep’s manager and adds the coaching plan to it. The plan lands with the manager rather than the rep because the manager is responsible for running the coaching.
- Assigned to: The rep’s manager
- Includes: The coaching plan and calls to review
- Created: One task per rep each quarter
A quarterly coaching plan in a task assigned to each rep’s manager
Get one coaching plan for each rep every quarter, with up to three behaviours to change, something to practise for each one, and a call to review together. The plan arrives as a task for the rep’s manager, ready to use in the next coaching conversation.
- For managers: Open the task, listen to the selected calls with the rep, and use the practice items to guide the coaching.
AI Agents that pair well
Same data, different jobs. Run them together for a fuller picture.
Learn more about GTM & Revenue Operations
RevOps Lab Podcast
50+ Free GTM & RevOps Cheat Sheets
Free RevOps Community (1k+ members)
.webp)