Overview

The Coaching dashboard (/coaching) is the manager’s starting point each week. Its job is to answer one question — where should I spend my coaching time? — by running a diagnostic across every rep on your team and surfacing the ones most likely to be blocked. The page is headed “Coaching dashboard — where to spend this week”.

Two actions sit in the header: Re-run diagnostic regenerates the team analysis from the latest CRM and activity data, and Plan this week’s 1:1s jumps straight to the agenda builder for the top-priority rep.

Where to find it

Coaching sits in the Team group of the left-hand navigation, alongside Team Actions and Meetings. The Team group is a leader destination, so it is shown to managers and other non-IC roles. If your primary role is individual contributor you will not see a Coaching item in the sidebar — your own coaching context reaches you through My Engine instead (see the Rep Deep-Dive guide).

New to the coaching workspace? The Learning Hub includes a guided Coaching module for leaders that walks these pages step by step — opening the dashboard, reviewing the priority queue, reading a rep’s diagnostic, preparing a 1:1 agenda, and reviewing quarterly development — with each step deep-linking to the relevant card.

The diagnostic model

The engine classifies each rep into the layer most likely blocking their performance, evaluated top-down: Results → Effort → Knowledge → Skills. The first failing layer is where coaching should focus — the principle being that skills work won’t land while effort is the real blocker. A rep who is hitting their numbers is labelled On Target; reps the engine can’t yet place are shown as Unclassified.

KPI strip

Across the top, five tiles summarise the team at a glance:

Reps in scope — how many reps were diagnosed.
Below target — reps not currently On Target, shown as a fraction of the team.
Avg quota attain. — the team’s average quota attainment.
Sessions this week — the coaching sessions scheduled for the week.
Flagged meetings — meetings carrying coaching signals, out of total analysed meetings. This tile appears only when meeting analytics are available.

Diagnosed layer distribution

The Diagnosed layer card breaks the team down by their first failing layer — On Target, Effort, Knowledge, Skills, and Unclassified — with a count and percentage bar for each. Use it to read the shape of the team: a team that is mostly “Effort” needs a different response from one that is mostly “Skills”.

Priority queue

The Priority queue is the heart of the page: a ranked table of every rep with their diagnosed Layer, quota Attainment, the Focus metric (current value vs benchmark), the Gap to benchmark, and a Meetings count with a warning marker when a rep has flagged conversation signals. Click any row to open that rep’s deep-dive.

A Sort control lets you reorder the queue by Severity (the default, worst-blocked first), Name, Attainment, or Gap %. The queue shows the first twelve reps; if the team is larger, a view all control expands the rest.

Framework components — team rollup

This heatmap scores every rep against the MEDDPICC and SPICED framework components (Authority, Budget, Champion, Critical Event, Decision Criteria, Discovery, Economic Buyer, Metrics, Pain, Timeline, and so on), each scored 0–1 and shown 0–100 in the cell. The card is based on each rep’s latest stored diagnostic, and the legend reads “Latest stored diagnostic · missing cells are not scored”. Colours run from red (below 42) through amber and light green to dark green (82+), and each row ends with the rep’s AVG. Where there is no evidence for a component, the cell shows a dash (—) on a neutral background and is labelled No evidence in the legend; it is left out of the rep’s average rather than counted as zero. Click a rep to open their deep-dive. Use this to spot which framework skills are weak across the whole team versus isolated to one rep.

Cadence mix

The Cadence mix card lays out the quarter’s 13-week coaching plan and the type of each week: Strategic (business plan, pipeline, executive roll-up), Skills (skills development, call review, focus-metric coaching), Career (career growth, development goals), Execution (pipeline execution, deal-level coaching), and Close (quarter close, deal acceleration). The current week is marked This week so you know which kind of 1:1 the agenda builder will assemble.

Meeting quality — team rollup

When reps have recorded meetings with conversation analytics, a second heatmap rolls up meeting quality across the team. Columns cover Talk ratio, Questions/min, Interactivity, Monologue (longest stretch), Interrupts, and Fillers/min, each coloured against an ideal range from “Needs work” to “Strong”. Reps are sorted worst-first so the conversations most in need of review float to the top. This section is hidden until at least one rep has analysed meetings.

Before diagnostics exist

If the team has not been analysed yet, the page shows “No team diagnostics available yet” with a prompt to click Re-run diagnostic. Re-running can take a few seconds while the engine recomputes, after which the dashboard populates.

Coaching: Manager Dashboard