# Call Coaching · Docs · Sales as Code [← All feature docs](https://salesascode.com/docs/library) Feature docs · /call-coaching # Call Coaching Every call scored on four dimensions, graded, and explained against the benchmark each signal was measured on. Included with [salescron](https://salesascode.com/docs/library/salescron) . A seat without it sees an upsell here instead of the page. [Open Call Coaching →](https://salesascode.com/call-coaching) [All docs](https://salesascode.com/docs/library) ## Overview [Call Coaching](https://salesascode.com/call-coaching) answers the question a rep has the moment a call ends: was that good, and what do I fix next time. Each call is scored on four dimensions, Clarity, Effectiveness, Control and Next Step, which roll into a 0 to 100 composite and a 1 to 4 grade. Expand a call and every variable shows the published benchmark it was scored against, so no number on the card is unexplained. **What it is for, on the page.** Under the headline, this page says what it produces, what makes it run, and where the output lands. Every Work page reads that line from one registry, so the three answers cannot drift from the page. It is the per-call companion to the weekly behavioral read, which compares your won calls to your lost ones. That read needs several closed calls before it can say anything. This one needs one transcript. ## The four dimensions **Effectiveness** (weight 35) asks whether you ran real discovery and landed the value message: question depth, whether the pain was quantified, the value message itself, how many questions you asked and how evenly you spread them. **Control** (25) asks whether you guided and listened: talk-to-listen ratio, objection handling, patience before you speak, how often the conversation switched speakers, and whether the buyer ever got a run at telling their story. **Clarity** (20) covers your longest monologue, conciseness, filler rate, talk speed and whether you signposted. **Next Step** (20) asks whether you secured a concrete dated advance, and it is weighted up despite having few signals because a set next step is the strongest single per-call predictor of the outcome. ## What a signal we could not measure does It is excluded, and its weight moves to the other signals in its dimension. It is never scored zero. This matters. A transcript without timings makes patience and talk speed unmeasurable: calls ingested from your call recording now carry per-line times when the vendor supplies them, but older calls and pasted transcripts do not. Scoring those zero would tell you that you interrupt constantly, when the truth is that we could not measure it. A dimension where nothing was measurable reads "not scored" rather than showing a number, and every card states how much of the rubric its score actually covers, so a thin score never passes as a complete one. ## The AI coaching pass, and the citation check Eleven of the signals are computed straight from the transcript with no model involved, and those run automatically on the weekly pass. Eight more need a model reading the call: question depth, whether pain was quantified, the value message, objection handling, conciseness, structure, mutual agreement on the next step, and who owns what. Those run when you ask for them, on one call at a time, and they draft only. Nothing is sent and nothing is written to your CRM. **How to ask.** Every call on the panel carries a *Run AI coaching pass* button in its summary row. Press it and the eight judged signals are scored for that call alone; the card then reads *AI coaching pass has run* and the button becomes *Run AI pass again*. A re-run asks for confirmation first, because it spends a second model call on a call that already has a score. Only one pass runs at a time, so clicking across several cards cannot queue up spend. Every AI score has to cite a quote from the call, and the quote is checked against the transcript. Matching ignores capitalization, spacing and punctuation, so a re-styled quote still passes; it does not ignore words, so a paraphrase does not. A score whose quote is not in the call is dropped, its signal goes unmeasured, and the card tells you it happened. It is not scored zero, because a made-up value message is not evidence of a bad value message. When a pass cannot run, the card says which of the reasons it was: the call has no transcript to read, the model is not configured on this deployment, the model call itself failed, or the model was cut off before it finished writing its answer. That last one is a budget, not a fault in your call, and it says so: a very long transcript can outrun the output the pass is allowed, and the fix is a shorter transcript rather than a re-run. None of these is shown as a call that simply has not been coached yet, because they need different things from you. ## Benchmarks for one call, your own baseline for a trend The anchors behind each signal come from published conversation-intelligence research, the largest of which analyzed hundreds of thousands of recorded calls. They define a green zone for a single call's card, and that is all they do. Trends work differently. The dimension view compares your newer calls to your own earlier ones, never to other people, because the durable finding in that research is that behavioral stability under pressure marks the strong rep, not the absolute level. A number that is fine for one seller and poor for another is not a coaching signal; a change in your own numbers is. One signal is personal even on a single call: filler rate. Once four or more of your calls have a measured rate, new calls are scored against your own rolling median rather than the generic band, so a naturally chatty style is not marked down for being yours, and a drift above your own norm is. Under four calls the published cold-start band applies. ## Where the calls come from Call Coaching reads the transcripts your connected call recording already ingests, the same source as the weekly behavioral read. Nothing new to install and nothing to paste. Calls are scored on the weekly pass, and the panel shows them newest first with a 7, 30 or 90 day window or all time. --- More for agents: [llms.txt](https://salesascode.com/llms.txt), [full reference](https://salesascode.com/llms-full.txt), [OpenAPI](https://salesascode.com/openapi.json), [sitemap](https://salesascode.com/sitemap.xml).