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call-analysis-framework skill

/plugins/sales-calls/skills/call-analysis-framework

This skill analyzes calls with a scoring rubric to generate highlights and actionable tasks for coaching and follow-up.

npx playbooks add skill gtmagents/gtm-agents --skill call-analysis-framework

Review the files below or copy the command above to add this skill to your agents.

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SKILL.md
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---
name: call-analysis-framework
description: Use to score calls, capture highlights, and convert insights into actions.
---

# Call Analysis Framework Skill

## 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.

---

Overview

This skill scores customer and prospect calls, extracts highlight clips, and converts conversation insights into prioritized actions. It standardizes call review using a configurable framework so coaching, QA, and revenue teams can compare performance and drive follow-up. The skill is designed for production use across sales, marketing, and customer success workflows.

How this skill works

The framework divides a call into customizable sections (intro, discovery, value, objection handling, next steps) and applies a 1–5 observable-behavior rubric to each. It tags signal types (pain, metrics, stakeholders, commitments, risks), captures verbatim quotes with timestamps, generates concise "what went well" and "what to improve" summaries, and routes actions to CRM, coaching queues, or leadership escalations.

When to use it

  • Review discovery or diligence calls for coaching and quality assurance.
  • Automate scorecards for enablement teams and benchmarking across reps.
  • Prepare executive summaries and pipeline-ready inspection briefs.
  • Identify qualification gaps during deal reviews or mentoring sessions.
  • Convert conversation signals into follow-up tasks and playbook actions.

Best practices

  • Keep the rubric consistent across teams to enable meaningful benchmarking.
  • Capture 2–3 verbatim quotes per section with timestamps for evidence.
  • Customize sections to match your sales motion, then lock the core rubric.
  • Pair scoring with action routing to ensure insights become assigned tasks.
  • Review a sample of scored calls regularly to recalibrate observable behaviors.

Example use cases

  • Enablement runs weekly QA by scoring a set of rep calls and assigning coaching drills for low-scoring areas.
  • Deal desk generates a manager inspection summary highlighting qualification risks and next-step commitments.
  • Customer success analyzes onboarding calls to extract risks and schedule retention-focused interventions.
  • Revenue ops aggregates rubric scores to spot systemic issues in objection handling or value articulation.
  • Account executives create a highlight reel brief for leadership showing key customer metrics and commitments.

FAQ

Can the section definitions and rubric be customized?

Yes. Sections and observable-behavior criteria are configurable so teams can align the framework with their sales motion.

How many quotes should I capture per section?

Capture 2–3 verbatim quotes per section to provide clear evidence for scores and coaching conversations.

How are actions routed after analysis?

Actions can be pushed to your CRM, assigned as coaching drills, or escalated to leadership based on configurable routing rules.