Most organisations review calls individually.
Few review them collectively.
Imagine ten managers listening to the same sales call.
Would they all identify the same strengths and weaknesses?
Usually not.
That’s the problem.
Without calibration:
• Feedback becomes subjective
• Coaching becomes inconsistent
• Expectations become unclear
Call calibration creates alignment.
It helps managers coach against the same standards.
And when coaching becomes consistent, performance usually follows.
Does your organisation use call calibration, and if so, how often do managers align on coaching standards?
Originally published 18 June 2026 on LinkedIn. Follow Eric Stijnman on LinkedIn for more sales coaching and leadership insights