Discovery Call Coaching Checklist

A great discovery call sets the tone for the entire sales process. It’s where trust is built, pain points are uncovered, and qualified pipeline begins. But for many reps, this critical step often gets rushed — or worse, missed altogether.

That’s why we created the Sales Discovery Call Checklist.

This simple, powerful tool helps sales managers and coaches assess and improve the quality of their team’s discovery calls. It’s designed to guide your coaching sessions, so you can give focused feedback that actually moves the needle.

Whether you’re listening to a live call or reviewing a recording, the sales discovery checklist makes it easy to identify what’s working — and what’s not.

Use the Sales Discovery Call Checklist to Evaluate:

• Preparation: Did the rep do their research before the call?
• Rapport building: Did they make a strong first impression and build trust?
• Call structure: Did the conversation flow naturally and stay on track?
• Questioning: Did the rep ask thoughtful, open-ended questions?
• Business pain: Did they uncover the prospect’s real challenges and needs?
• Value: Did they connect your solution to the buyer’s goals?
• Next steps: Did they set a clear and meaningful follow-up?

Each section includes simple yes/no prompts and space for written observations. It’s the perfect way to coach with consistency — and confidence.

Get the Checklist. Coach with Confidence.

If you’re serious about improving sales performance, start with the discovery call. Download the Sales Discovery Checklist today and give your reps the structure they need to succeed.

This is more than a call review tool. It’s a blueprint for better coaching, better conversations, and better outcomes.