Coaching log and call review template

A coaching log records every piece of help a manager gives a rep, by type and by date, with a line for whether the rep says it happened. Kept properly, it answers the only question that matters when a rep is short of target. Did anyone help them?

Download the templates

The coaching log

Three rules. One row per event, never "regular coaching". The "promised for" date is the one that matters, because it is what the rep can hold the manager to. And the last column is the rep's answer, not the manager's.

The four event types

• Call review. A recorded call, listened to together, with at most two things to change. Weekly for anyone short of target.
• Deal review. Pipeline over a threshold, walked stage by stage, next step dated. Weekly.
• Side-by-side. Manager on the desk for a live session. Logged with a start time and a length.
• Formal. A PIP review, a capability meeting, a written warning. Evidence attached, review signed. See the PIP template.

Typing the events matters because the mix tells you something. A rep with twelve call reviews and no deal reviews has a pipeline nobody is looking at. A manager whose log is all "formal" and nothing else went straight to the paperwork.

Call review form

Five scores, one thing to keep, one thing to change. Not ten. Managers who score fifteen things give feedback nobody can act on, and the scores stop meaning anything after a month.

The unsupported list

Once every event is logged by date, one report writes itself. Reps who are short of target this month and have had no coaching event in the last four weeks. That is the list of people the business is paying and not managing, and in our experience it is where most attrition, and most tribunal claims, come from.

Welivo keeps this log for you, with reps confirming each event by email, and puts the unsupported count on every manager's row in the Monday team sheet. See how the gap is flagged.