Mandatory call reviews don't work. An enablement leader we work had an amazing idea that made them addictive instead: One Slack channel replaced their entire call review process. No more mandatory listening sessions. No more enablement-driven training. No more hoping managers would find time to coach. Here's how their Call Spotlight channel works: Anyone on the GTM team can spotlight a snippet from any call. They select from a dropdown who they want to highlight and pick a category: - Demonstrating value. - Asking good questions. - Handling competition. - Discovery techniques. But the big thing is that they can't just drop the snippet. They have to explain WHY it stood out as good. The result was organic peer-to-peer learning that happens in real time. Instead of enablement saying "Here's what good looks like," teammates are saying "Here's what Sarah just did brilliantly." This is the gangster approach because: - Recognition comes from peers, not managers. - Examples are fresh, not months-old library calls. - Discussion happens naturally in threads. - People actually want to listen to 30-second snippets vs. full calls. The best part was that it created competition for the right behaviors. Reps started asking better questions because they knew good discovery might get spotlighted. They put more effort into demos knowing peers were listening. For new hires, the channel became their real-time training library. Instead of ancient role-play videos, they heard exactly how current prospects were responding to current messaging. Plus, the enablement team went from content creators to content CURATORS. They built folders matching the spotlight categories, pulling the best submissions for formal training. Think about it...you turned call reviews, which feel like homework assignments, into something that feels like highlight reels. The difference? Nobody skips highlight reels.
I know this is likely to be controversial, but we utilize this method which allowed us to get rid of Gong. No, we don't get all the bells and whistles which Gong provided. But, we get every meeting/call in Slack, people can watch when they want, and we talk about them and coach as needed.
This would also have tremendous value for onboarding new reps. Instead of putting the onus on them to find calls you give them a library. And if you can pull out snippets from first meeting to close you can highlight key inflection points to be mindful of. PS and if you connect this to your formal employee recognition program you can help reinforce the behaviors needed to win and not waiting for the deal to be closed won to celebrate said behaviors.
Absolutely incredible idea! Could also see this working with another channel for asking for feedback and ideas. Any BDR teams of one/on small teams and AEs want to make a community for call spotlights and feedback?
This is brilliant because it flips the entire incentive structure. Instead of compliance driven coaching, you've created a system where reps are actually competing to showcase their best work. The peer recognition element is what makes this stick where traditional approaches fail. What I love most is how this naturally creates a living knowledge base of what's actually working right now with real prospects, not theoretical scenarios. Have you seen similar organic learning systems emerge in other parts of the GTM stack beyond just call reviews?
This is the play. Peer-driven feedback actually sticks - especially when it's about real calls, not a perfect script. This would kill at onboarding too.
What I love about this idea is that it doesn’t rely on a manager having a brilliant day to make a review session valuable. Instead, it turns peers into active contributors and allows everyone to benefit from collective active listening. That’s not just enablement. That’s scalable management.
And it continues to refine and reinforce actionable real world content. So you have a lean current library that’s more practical than theoretical. Excellent idea!
It makes you think about positive encouragement rather than criticism. Is there a place for asking questions they don’t have the answer to in front of their peers? Personally meant I didn’t make the same mistake twice.
Instructional Designer & Enablement Specialist | Tech & Finance | Articulate 360, Camtasia, LMS | 8 Years of experience
2moI really appreciate this approach and see a lot of value in it. At the same time, my eight years enablement, I’ve found it challenging to get sellers to proactively share call snippets or to secure time from GTM leaders to review them. I don’t mention this as a criticism, but rather out of genuine curiosity about how you were able to drive adoption. I believe this method can be highly effective once it’s embraced, but in my experience, unless it’s directly tied to performance (for all parties), it can be difficult to gain long term consistent traction. I’d love to learn more about how you secured consistent adoption.