Leader Overview

You see every team in the organization. Your managers coach individual reps; your job is the layer above that — spotting what's true across teams, and making sure the system your managers coach against is the right one.

This guide is the rhythm most leaders settle into: a weekly pass, a monthly one, and a short setup phase at the start.

A note on plans. The Action Plan card and the Trends page both need the Advanced plan. On Standard they render blurred behind an "Unlock Advanced" button. Everything else here works on every plan, and the sections are marked.

First: get the foundation right

Before the weekly rhythm is worth anything, three things need to be true. They're roughly a one-time cost.

1. Recordings are flowing. Settings → Integrations should show your connection as Active. If it isn't, nothing downstream works — no calls, no scores, no coaching. See Integration Setup.

2. Teams and managers are right. Managers are team-scoped, so a manager assigned to the wrong team sees the wrong reps. Build the structure in Settings → Teams before you invite people into it. See Managing Your Team.

3. The scorecards say what you actually care about. This is the one worth slowing down for. Every score, every coaching priority, and every flagged call downstream is derived from your scorecards — so a scorecard that rewards the wrong behavior will have your whole org coaching toward it, consistently and at scale. Review them in Scorecards before you roll out widely.

Weekly: the cross-team pass (15 minutes)

Switch between teams from the top bar, or view All Teams.

What you're looking for is divergence. One team's close rate dropping while the others hold is a team problem — talk to that manager. All of them moving together is a market, product, or lead-quality problem, and no amount of coaching will fix it.

Top Objections is the highest-signal card at your level. When the same objection climbs across every team at once, that's usually not a rep skill gap — it's something that changed outside the building. Competitor pricing, a shift in lead source, a product gap. Those are your problems to solve, not your managers'.

The Action Plan card (Advanced, Experimental Beta) gives you the same Top Priority / Missed Wins / Best Calls / Critical Coaching ranking your managers get, scoped to what you're viewing.

Weekly: enable your managers (10 minutes)

The highest-leverage thing you do here is not reviewing calls yourself — your managers are closer to that. It's making sure they're actually using what's in front of them.

Ask them what their Critical Coaching said this week and what they did about it. If the answer is vague, the problem is usually one of two things: their scorecard doesn't reflect how their team actually sells, or they haven't been told the coaching data is theirs to act on rather than yours to audit them with.

That second one matters more than it sounds. If managers think call scores are a performance-review input, they'll manage the metric instead of coaching the rep.

Monthly: check the system itself

Trends (Advanced) pivots scorecards and objections across the org over time. This is where you check whether coaching is landing — if a pattern you pushed on two months ago is still showing up at the same rate, the coaching isn't working and it's worth asking why.

Also worth a monthly look:

• Are scorecards still right? Your sales process moved; the scorecard probably should too.
• Is everyone who should be on the platform on it? New hires often get missed. Check the roster.
• Seats. Settings → Billing shows what you're using against what you're paying for.

What you can and can't reach

Leaders have organization-wide visibility and most administrative control: all teams, all calls, all analytics; create teams, manage the org roster, invite users, manage integrations and scorecards, and view billing.

Three things are Owner-only, by design:

• Changing the seat count
• Transferring ownership
• Deleting the organization

If you need one of those, you need the Owner — usually whoever originally signed the account up. Full breakdown in Managing Your Team.

When things look wrong

A whole team's calls stopped. Check Settings → Integrations first. A disconnected or expired connection is by far the most common cause, and it looks identical to "the team stopped selling."

One rep has no calls but is definitely making them. They're likely not linked to the recording integration. A rep invited by email isn't matched to their Zoom or Fathom account until someone links them on the roster.

Scores don't match your read of the calls. Don't work around it — tell us. Use Tune this scorecard on the scorecard in question and describe the disagreement in your own words. See Giving Feedback.

Related guides

• Manager Overview — share this with your team leads
• Managing Your Team — roles, invites, and team structure
• Integration Setup — connecting and maintaining recordings
• Giving Feedback — how to tell us what to change

Questions? Email us at support@salessavant.ai — we read every message.