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2026-09-18Evaluated with Rubric Engine
Stage: DiscoveryDuration: 1:36Follow-up set

Lumenfield Clinics

Andre Brooks (Account executive) with Dr. Amira Solano, Chief operating officer

Score

7.2 / 10

Sales RepAndre Brooks
Call Stage TargetDiscovery
OutcomeFollow-up set
Call Bank Rank#3 of 4(76/100)

Andre found the referral backlog and a personal stake, then left the budget number for a later meeting.

Interactive Call Recording

Listen and track the transcript live

0:00 / 1:36

Press play to stream through the conversation turns live, or click any timestamp in the scorecard or transcript to jump to that moment.

0:00
0:12
0:20
0:28
0:42
0:52
1:00
1:06
1:16
1:30

Ask AI Sales Coach

Ask questions about objections, rep posture, or manager talk tracks on this call.

Interactive AI Demo
AI Manager Assessment

Andre did a great job uncovering personal and operational pain. His main breakdown was punting the budget question: 'I will not guess his number' leaves Noah Patel in control of the pricing anchor on Thursday.

2. The Bottom Line (Manager's Quick Take)

Andre uncovered strong personal and clinic pain around the referral backlog and lost specialists, but completely deferred the budget conversation instead of testing a price bracket with Amira before the finance lead joins.

Reviewed with Sales Coach Rubric Engine · Deterministic 10-dimension evaluation

Coaching talk track

Reinforce, then correct

What to keep comes before the gaps and the line to use next time.

What went well

Andre opened with an up-front contract and stayed on the backlog until Amira described both the patient calls and her own evenings. That is the part to repeat.

Gaps

Budget was deferred. 'I will not guess his number' protects the rep and leaves the deal unqualified. A range can be tested before Noah is in the room.

Drills for next time

Rewrite the 0:76 line: 'Teams your size usually need a low five-figure annual budget for this. Is that inside what Noah can approve, or are we early?' Say it before booking the joint meeting.

Sales Call Debrief

Sandler Selling System checklist

Green means it was done. Red means it was not. One call is a check, not a mastery rating.

5 handled1 not done

Up-Front Contract

Agenda & permission to say no
Done

Set 30 min and yes/no agreement.

Pain Funnel

Root operational friction
Done

Referral queue backlog keeping COO late.

Delayed business expansion
Done

Cannot open new locations on this inbox.

Budget Qualification

Bracket tested with sponsor
Not done

Explicitly deferred budget to Noah.

Decision Process

Finance lead identified
Done

Noah Patel named.

Next Steps

Firm meeting with finance lead
Done

Thursday at 4 booked.

Coaching Scorecard

5 rubric dimensions, each tied to a moment on the call

Click any timestamp cite to jump to that moment in the transcript.

Pain Pass

9 / 10

Business delay and a personal 7 p.m. queue, plus two specialists who left.

0:28 — “I stay until 7 to clear the queue myself.”
Budget Incomplete

3 / 10

Andre postponed the number instead of testing a range.

1:16 — “I will not guess his number on this call.”
Decision Pass

8 / 10

Noah Patel was named as the signer above the software budget.

1:06 — “Our finance lead, Noah Patel, signs anything over the clinic software budget.”
Up-front contract Pass

8 / 10

Time, agenda, and permission to say no were set in the first minute.

0:00 — “we will leave with a yes or a no on a working session.”
Next step Pass

8 / 10

Thursday at 4 with the finance lead, with a condition if he cannot attend.

1:16 — “Thursday at 4 with you and Noah”
Coach walkthrough — pick it apart

What they should have done, moment by moment

Pause the tape at each step. Every miss cites the clock time and the exact line.

Did this right 0:00 on the callAndre Brooks · Up-front contract
“we will leave with a yes or a no on a working session.”

Andre set clear expectations: either we align on a next step or agree to part ways.

Keep this. No rewrite needed at 0:00.

3. Critical Missed Opportunities (The "Fight for the Win" Check)

Objection Surrenders & Missed Openings

1 Moments Flagged
1:16 on the call
Prospect Opening / Soft Objection

"Our finance lead, Noah Patel, signs anything over the clinic software budget."

Rep Surrender / Blunder

"I will not guess his number on this call."

Exact phrase rep should have said instead

"Test a bracket first: 'Clinic teams your size typically allocate $25k to $40k annually. Is that inside the envelope Noah normally approves, or are we way off?'"

4. Sandler Selling System

Stage-Specific Qualification

Script Adherence:7 / 10
Pain QualificationPass

Business delay, 7 PM personal queue, and two departed specialists.

Budget QualificationIncomplete

Postponed the budget number instead of bracketing a range.

Decision AuthorityPass

Noah Patel identified as the formal signer over clinic budget.

Process & Script Feedback: Great up-front contract and pain funnel, but gave away leverage on budget qualification.
5. Script Divergence

Measured Against: Executive Discovery Playbook

Checked milestone-by-milestone against the prescribed playbook for a Discovery.

Milestone 1: Up-Front Contract & Time BoxHit
0:00

Set 30-minute agenda and mutual permission to say no.

“we will leave with a yes or a no on a working session.”

Milestone 2: Uncover Root Operational PainHit
0:28

Surfaced patient complaints, lost specialists, and late work hours.

“I stay until 7 to clear the queue myself.”

Milestone 3: Quantify Growth & Financial DragHit
0:52

Probed consequence of delayed new-site openings.

“We delay new-site openings. I cannot put another location on this inbox.”

Milestone 4: Identify Economic Decision MakerHit
1:06

Identified finance lead Noah Patel as signatory.

“Our finance lead, Noah Patel, signs anything over the clinic software budget.”

Milestone 5: Budget Range & Threshold TestMissed
1:16

Surrendered budget qualification and pushed to future meeting.

“I will not guess his number on this call.”

View Full Prescribed Playbook
1. Up-Front Contract: Time, mutual agenda, and permission for either side to say no.
2. Pain Funnel: Business problem -> Financial impact -> Personal consequence.
3. Quantify Impact: "What happens if this is not solved in the next 6 months?"
4. Decision Process: Who signs, what is the criteria, and when is the target go-live?
5. Budget Bracket: Test a price bracket before inviting finance leads to a demo.
6. Top 2 Priority Fixes for Next Call

High-Leverage Blocking & Tackling Corrections

1

Test an approval envelope before joint meetings

Never walk into a CFO or finance session blind. Validate a budget bracket with the sponsor first.

2

Quantify the dollar cost of delayed clinic openings

Calculate how much revenue is lost every month a new clinic location cannot open.

Alex Morgan · Sales VP2 days ago

Reviewed with Andre Brooks. Solid pattern interrupt, but let us make sure we quantify cost before the next screen share.

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