Sales call reviews are often a mess. They’re either a pointless cheerleading session, a brutal critique that leaves reps feeling defensive, or a vague “nothing burger” where nothing actually gets fixed.
That’s why I built The Review Table.
At its core, The Review Table is built on three simple, repeatable questions that turn any call into a learning experience:
The Three Pillars of The Review Table
What were you trying to do? (Intent)
- Not just “close the deal” or “run discovery.” It’s about real intent. Were you trying to confirm budget? Uncover decision-makers? Test urgency? Clarity starts here.
What actually happened? (Execution)
- This is where reps own the play-by-play. No hiding, no sugarcoating. What was said, what signals were picked up, and how did it actually go?
What would you do differently next time? (Adjustment)
- This is the game changer. Reflection without adjustment is just a diary. Here, reps coach themselves—identifying the one thing they’ll do differently on their next call.
Why This WorksIt’s Rep-Led: The rep does the thinking. No manager lectures. They’re the driver.
- It’s Consistent: Same format every time, building muscle memory.
- It’s Action-Oriented: Every review ends with a clear adjustment, not vague advice.
It Scales: Once reps internalize the format, they do it themselves.
What would it look like if you had a team that coaches itself and challenges itself to raise the bar? Think of that, and put this framework into action immediately. Let me know what results you get.