SD-301d · Module 3

Automated Coaching Triggers

3 min read

A score that drops below a threshold should trigger a coaching intervention, not a forecast adjustment. The drop is a signal that something in the deal needs attention — and the sooner the manager engages, the better the chance of recovery. Automated coaching triggers remove the lag between score decline and managerial awareness. When the score drops more than fifteen points in a week, the system notifies the manager. When engagement goes to zero for ten days on a deal above fifty thousand dollars, the system flags it. The manager does not discover the problem in the weekly review. The manager discovers it when intervention can still change the outcome.

Do This

Set automated alerts when deal scores drop by more than a defined threshold
Frame the alert as a coaching opportunity, not a performance issue — the goal is deal recovery
Track whether coaching interventions triggered by score drops actually improve deal outcomes

Avoid This

Wait for the weekly pipeline review to discover that a deal has been declining for ten days
Use score drops as punishment data — reps will stop entering accurate information
Set so many triggers that managers experience alert fatigue and ignore them all