Coach is the management layer of Field Sales. It’s where you build the scorecards that define your sales process, configure how scoring works, and review your team’s performance.
Scorecards
Your scorecard defines what a great appointment looks like. The AI scores every recording against it.
Scorecard Best Practices
The 5 rules for building scorecards that drive accurate scoring and meaningful coaching.
Scorecard Weights
How weights affect overall score calculation, N/A handling, and zero-weight tracking items.
How Scoring Works
Each scorecard item is scored 0-5 by the AI based on what was said during the conversation:
| Score | Meaning |
|---|---|
| 5 | Fully executed |
| 4 | Mostly there |
| 3 | Adequate |
| 2 | Partial |
| 1 | Barely addressed |
| 0 | Not addressed |
| N/A | Didn’t apply |
Scores are weighted — high-impact steps like options presentation and objection handling can carry more weight than lower-impact steps. Items marked N/A are excluded entirely. See Scorecard Weights for the math.
Coaching Comments
Managers can leave comments on specific moments in any recording. Reps see these in their app.
Good comments are:
- Specific — reference the exact moment
- Balanced — note wins alongside areas to improve
- Actionable — tell them what to do differently
- Brief — 1-2 sentences