call-analysis-framework

When to Use

• Reviewing discovery/diligence calls for coaching or inspection.
• Automating scorecards for enablement or QA teams.
• Prepping executive summaries of key customer conversations.

Framework

1. Section Definition – intro, discovery, value, objection handling, next steps (customizable).
2. Scoring Rubric – 1-5 scale with observable behaviors for each section.
3. Signal Tags – categorize quotes (pain, metrics, stakeholders, commitments, risks).
4. Insight Summaries – auto-generate “what went well” vs “improve” lists with evidence.
5. Action Routing – push tasks to CRM, assign coaching drills, or escalate to leadership.

Templates

• Call analysis worksheet (scores, notes, quotes, actions).
• Highlight reel brief with timestamp, quote, takeaway.
• Manager inspection summary ready for pipeline reviews.

Tips

• Keep rubric consistent across teams to enable benchmarking.
• Capture 2-3 verbatim quotes per section for credibility.
• Pair with meddic-checklist when evaluating qualification coverage.

---