gtmagents/gtm-agents/coaching-framework

Coaching Framework Skill

When to Use

• Building competency rubrics for new roles or programs.
• Standardizing scoring across managers/enablement.
• Designing multi-week coaching plans that tie to measurable outcomes.

Framework

1. Competency Definition – describe behaviors, leading/lagging indicators, and proof examples.
2. Scoring Rubric – create 1-5 or bronze/silver/gold tiers with observable criteria.
3. Plan Template – goals, drills, support resources, checkpoints, and certification path.
4. Measurement Layer – map KPIs (win rate, cycle, CSAT) and survey cadence.
5. Feedback Loop – collect calibration notes and continuously refine rubrics.

Templates

• Competency card (behavior, signals, proof, resources).
• Coaching plan outline (objective, actions, timeline, owners).
• Calibration worksheet for manager huddles.

Tips

• Keep rubrics no more than 4-5 competencies per program to aid adoption.
• Provide real call snippets/examples for each level to reduce ambiguity.
• Revisit quarterly with performance data to keep relevance high.