Coach Sales Reps From Recorded Calls With Fathom Scorecards and a BANT Template
Fathom's Business plan adds coaching metrics and AI scorecards; Fathom says the metrics track speaking patterns and behaviors in meetings. A manager scores each call on BANT and coaches one point per rep each week.
What it takes
- Cost
- Free planFathom: Free forever with unlimited recordings. Premium is $16 a month billed yearly ($20 monthly). Team is $15 and Business $25 per user a month billed yearly, both with a 2-user minimum. Enterprise is through sales.Price checked Oct 18, 2026 on fathom.ai. Prices change; check before you buy.
- Setup time
- An afternoonOur estimate from the source, for one business.
- Skill needed
- No codeApps and settings only.
Explain it simply
Fathom records sales calls. On the Business plan it can score each call against a checklist you write, such as budget, decision maker, need and timeline, and show how much the rep talked. The manager coaches from the scores and clips instead of sitting in on calls.
What was done
This is a setup from Fathom's pricing and feature pages, not a business's story. Record discovery and demo calls, apply a BANT or Sandler summary template, set up an AI scorecard on Business and review the scores weekly before 1:1s.
How it went
No business result is claimed. The scorecard and coaching-metrics features are listed on Fathom's pricing page (checked Oct 17-18, 2026).
- Business is $25 per user a month billed yearly, with a 2-user minimum. Account-wide Ask Fathom is marked as a beta feature.
- Tell prospects calls are recorded, and follow your local consent rules.
Prompt
Context: You are a sales manager with 2–10 reps. You want every discovery call scored the same way, with one specific coaching point per rep each week.
AI SCORECARD (Fathom Business > scorecards). Score each criterion 1–5 with a one-line reason and a timestamp:
1. Budget: did the rep confirm budget or price range? Quote the buyer.
2. Authority: did the rep identify the decision maker and process?
3. Need: did the rep get the buyer's top 2 problems in their own words?
4. Timeline: is there a specific date or trigger event?
5. Next step: was a dated next meeting booked before hanging up?
6. Talk balance: flag if the rep talked more than [MAX_TALK_PERCENT]% (use coaching metrics).
7. [CUSTOM_CRITERION] (e.g. handled the "[COMMON_OBJECTION]" objection with our [PROOF_POINT]).
Output:
- Total score out of [MAX_SCORE]
- The ONE behavior to coach next week, with the timestamp to replay
- The best moment to share with the team as a clip
Use only what was said on the call. Write "not covered" rather than guessing.
WEEKLY MANAGER PROMPT (Account-wide Ask Fathom, listed as a "*Beta feature" on the pricing page; otherwise ask per call):
"Across [REP_NAME]'s calls from [DATE_RANGE], which scorecard criterion was weakest on average? Give 3 timestamped examples and one practice drill."Our template, written from the source and the vendor docs; the source did not publish its own prompt. Replace the [brackets] before you use it.
Business fit
Who this helps, and how:
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