Library/Leadership, Coaching & People Management/1:1s & Rep Development/Define the Gold Standard for Great Discovery
TestedLeadership, Coaching & People ManagementQuick Win (under 10 min)

Define the Gold Standard for Great Discovery

Generate a benchmark definition of great discovery for your specific ICP and solution, covering all key dimensions.

About this prompt

This prompt helps sales managers build a concrete, measurable standard for what excellent discovery looks like for their team — covering question quality, listening behaviors, stakeholder mapping, and next-step clarity. It translates abstract discovery best practices into specific observable behaviors calibrated to your ICP. Use it to create a shared coaching rubric that all reps are evaluated against.Discovery quality is often coached vaguely — 'ask better questions,' 'listen more' — because managers haven't defined what great actually looks like for their specific context. This prompt generates a discovery benchmark structured across five to seven dimensions: opening, problem exploration, stakeholder mapping, urgency development, and close. For each dimension it defines the observable behavior of a great, average, and poor discovery practitioner. Fill in your ICP title, company type, and solution area for output that references realistic scenarios rather than generic examples. Use this benchmark in call review sessions, new rep onboarding, and performance conversations where you need a shared standard to calibrate feedback.

The prompt

Create a 'benchmark standard' for what great discovery looks like for our team selling [YOUR SOLUTION] to [ICP]. This is the gold standard I want every rep to achieve. Define 'great discovery' across
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Variables to replace

YOUR SOLUTION|ICP

How to run it

  1. Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
  2. Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
  3. Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.

What good output looks like

Make it yours

StageOngoing/Cross-Stage
SeatSales Manager, Sales Director
DifficultyAdvanced
Time to valueQuick Win (under 10 min)
Works withAI-Agnostic
CategoryLeadership, Coaching & People Management
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