30 Minutes to President's Club | No-Nonsense Sales #561 - How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin
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Apr 2, 2026 Cameron Shahabedin, VP of Sales at Carta with a background in law and rapid promotions, dives into structured call coaching and 'based on what' questioning. He breaks down call review cadence, a 60–90 minute review format, and ways to bake core behaviors into decks and workflows. Practical tactics for scoring leaders and forcing problem-solving rounds keep teams accountable and ambitious.
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Match Call Review Cadence To Motion
- Adjust call review cadence by segment and novelty: SMB weekly, team bi-weekly; mid-market ~3 weeks; new launches twice-weekly.
- Increase frequency when motions are new so changes stick faster.
Run Morning 60–90 Minute Call Reviews
- Schedule team call reviews mid-morning (around 11 a.m.) and block at least 60 minutes.
- Use 60–90 minutes so you can set an upfront contract, review 2–3 calls, and capture takeaways before lunch.
Structured Minute By Minute Call Review
- Follow a fixed 60–90 minute structure: 10 min settle, 5 min upfront contract, 3 calls × ~10 min review, 10–15 min takeaways.
- Show snippets, ask reps to self-assess, then crowdsource solutions with “based on what?”.