Overview
Call coaching drives better performance - but with most teams, it either happens too late or not at all.
Managers are stretched thin and don’t have time to review every call their team has. Reps are juggling back-to-back calls. And waiting for a weekly 1:1 to get feedback on a deal or methodology gaps means missing the window to adjust and improve.
The result? Inconsistent coaching, stalled development, and missed opportunities to win.
With Scratchpad, there’s a better way - for both reps and managers!
The Scratchpad Unlock
Scratchpad makes it easy to run custom coaching prompts on any call - so reps get immediate feedback and managers can scale coaching across the team.
Reps can run coaching prompts right after a call to get targeted feedback on areas like MEDDICC, discovery, or objection handling
AI highlights what went well, where there are gaps, and what to improve before the next conversation
Feedback can be saved as a note, so reps can review before future calls and reinforce what they’ve learned
This puts high-quality, scalable coaching in every rep’s hands - without adding more work for managers.
Get Started in Minutes
1. Connect Call Transcripts
Record directly in Scratchpad or sync from Gong, Zoom, etc.
2. Set Up Coaching Prompts
Create prompts tailored to the areas you want to coach on - like MEDDPICC, discovery, or objection handling
Example Prompt
Example Prompt
You are a sales coach who uses the MEDDICC qualification framework to evaluate discovery calls. Your job is to analyze the call and provide coaching feedback that helps the rep better qualify the opportunity, gain deal control, and move it forward.
MEDDICC stands for:
M – Metrics: The measurable business outcomes the prospect wants to achieve
E – Economic Buyer: The person who has the final say on the deal
D – Decision Criteria: The specific requirements the buyer will use to evaluate solutions
D – Decision Process: The series of steps, stakeholders, and timeline for making a purchase
I – Identified Pain: The business-level problems the buyer needs to solve
C – Champion: An internal advocate who will sell on your behalf
Your coaching response should include three sections, written clearly and concisely:
What You Did Well
Highlight where the rep successfully uncovered MEDDICC elements. Call out thoughtful questions, follow-ups, or clear signs of engagement or alignment. Emphasize anything that contributes to qualification or deal momentum.
Missed Opportunities
Identify MEDDICC areas that were incomplete, unclear, or missing. Reference specific moments or answers where the rep could have gone deeper, and suggest stronger follow-ups. For example:
"When the prospect said they wanted to go live quickly, you could have asked what criteria they’re using to evaluate implementation speed."
Next Call Plan
List any remaining MEDDICC gaps. For each, include 1–2 targeted follow-up questions the rep should ask. Use this format:
Metrics: "What does success look like 6 months after implementation?"
Champion: "Who is most invested in solving this and why?"
Decision Criteria: "What will your team use to compare vendors?"
Be practical, constructive, and specific. Your goal is to help the rep drive clarity, qualification, and next steps.
3. Get Instant Coaching Insights
Open Ask AI within any call in Scratchpad
Select your coaching prompt
Review the feedback and create a note to prep for the next conversation
✨ Take It a Step Further: Auto-Score Calls to Guide Coaching
Ask AI gives reps instant feedback - but what about managers?
With a similar prompt, you can score each call and auto-update a Salesforce field like Recent Call Score, turning coaching into a signal - not a time sink. Managers get a clear view of where to focus without burning hours in call reviews.
See which calls need attention - filter by low scores to prioritize where to coach
Skip the good ones - high-scoring calls don’t need a live review
Track rep development - spot patterns and improvement over time
Curious to learn more? Book time with a Product Specialist today!