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Double Discovery Call with Live Coaching

Sales & GTM

What it tests

Coachability — the #1 predictor of sales success

Format

  1. 1Candidate does a mock discovery call with a panel of 3 interviewers (one plays prospect)
  2. 2After the call, interviewers give specific, actionable feedback (5-10 min)
  3. 3Candidate does the SAME discovery call again, incorporating the feedback
  4. 4Panel evaluates: how much did they improve between Call 1 and Call 2?

What to look for

  • Did they actually change behavior, or just acknowledge the feedback?
  • Did they over-correct (went too far) or under-correct (ignored)?
  • How did they handle the emotional discomfort of being coached mid-interview?

Adaptation guide

Works for any sales role. Adjust the scenario to your product/ICP. Have the "prospect" play a realistic persona from your market.

Full description

Format:

  1. Candidate does a mock discovery call with a panel of 3 interviewers (one plays prospect)
  2. After the call, interviewers give specific, actionable feedback (5-10 min)
  3. Candidate does the SAME discovery call again, incorporating the feedback
  4. Panel evaluates: how much did they improve between Call 1 and Call 2?

Time: 60-90 minutes total (two 20-min calls + coaching + debrief)

What to look for:

  • Did they actually change behavior, or just acknowledge the feedback?
  • Did they over-correct (went too far) or under-correct (ignored)?
  • How did they handle the emotional discomfort of being coached mid-interview?

Adaptation: Works for any sales role. Adjust the scenario to your product/ICP. Have the "prospect" play a realistic persona from your market.