1:1 Cold Call Coaching Session Template
A structured, minute-by-minute 20-minute coaching conversation guide — with scripted manager lines — that turns a call review into real skill-building instead of a critique session.
What's inside
- Pre-session prep step: manager scores 1–2 calls and picks exactly ONE moment beforehand
- 5 timed segments (0–2, 2–5, 5–8, 8–14, 14–18, 18–20 min) with word-for-word manager scripts
- Rep self-assessment step before the manager gives their own read
- Live in-session practice/role-play of the specific moment, not the whole call
- Commitment and follow-up fields to close the loop before the next session
- A hard rule against reviewing more than one moment per session
A 20-minute structure that reviews ONE moment from ONE call deeply, instead of skimming five things and changing none of them.
Before the session (manager prep, 10–15 min)
- Listen to 1–2 of the rep's recent calls.
- Score them using the Call Monitoring & Coaching Scorecard.
- Pick exactly one specific moment (a timestamp, not a general theme) to build the session around.
- Identify which rubric dimension (from the Cold Calling Skill Level Rubric) that moment maps to.
Session header
- Rep:
- Date:
- Call(s) reviewed:
- Primary skill focus (one rubric dimension):
- Manager:
0:00–2:00 — Set the frame
Manager says: "Before we get into it — how do you feel your calls have been going this week, on a gut level?"
Purpose: the rep talks first. Sets a non-defensive tone before anything specific comes up.
2:00–5:00 — Rep self-assessment
Manager says: "I listened to your call with [Account] on [date]. Before I say anything — what do you think went well, and what would you change if you could redo it?"
Purpose: builds the rep's own self-coaching muscle. Listen for whether they can self-diagnose accurately — that itself is data.
5:00–8:00 — Play or describe the moment
Manager says: "There's one specific moment I want to zoom in on — around [timestamp], when [prospect] said [X]. Let's listen to that together."
Play the clip, or read the exact exchange verbatim. Then ask: "What were you thinking in that moment?"
8:00–14:00 — Diagnose the skill, not the outcome
Manager says: "The result of that moment was [outcome]. Let's separate that from the skill — what's actually happening here is [name the rubric dimension, e.g., 'the objection-handling step where we acknowledge before we respond']. Where do you think that came from?"
Then build the better version together: "If you rewound that 10 seconds, what's a different way in?"
14:00–18:00 — Practice it live
Manager says: "Let's run it right now — I'll be [prospect] and say exactly what they said. Try the new approach."
Run the specific moment twice, not the whole call. Motor-memory practice beats discussion alone.
18:00–20:00 — Commitment & close
Manager says: "What's the one thing you're taking into your next block of calls from this?"
Rep states it in their own words. Manager logs it below.
Session log
- Commitment (one sentence, rep's own words): _______________________
- Next check-in date: _______________________
- Skill dimension to re-score next session: _______________________
Hard rule: Never review more than one moment per session. Depth beats coverage — a rep who fixes one thing for real beats a rep who nods along to five things and changes none of them.
How to use it
Run this weekly per rep, always prepped in advance with one call and one specific moment picked out — never walk in and freestyle off a general impression of "how calls have been going."