While using the Meeting Analysis feature, you might think, "I want the AI's evaluation to be closer to the intuition of our top sales representatives," or "I want to reflect our unique sales know-how in the AI's evaluation criteria."
By tuning the AI's evaluation criteria specifically for your company, you can get highly accurate feedback that is more aligned with your actual situation.
Why is tuning effective?
By default, the AI scores based on the standard framework of "general B2B sales."
While you can use it as is, explicitly teaching the AI specific techniques practiced by your top sales representatives—such as "your company's unique killer questions" or "advanced listening skills that draw out latent concerns, not just superficial issues"—enables evaluations that better fit your business model.
Solution: Reflect top sales know-how with the "Custom Score" feature
You can freely change and add to the AI's scoring criteria to match your business. Utilize the "Custom Score" feature to set unique evaluation axes that your on-the-ground professionals consider "must-haves" in business negotiations.
Examples of unique metrics (Custom Scores)
Try adding or adjusting the following metrics to match your company's "winning patterns":
Drawing out latent needs: "Is the representative asking follow-up questions ('Why is that?') three or more times regarding the current issue?"
Asking unique killer questions: "Is the representative asking specific questions that lead to your company's strengths (e.g., about the support system of existing systems)?"
Customer reaction and consensus building: "When presenting the return on investment (ROI) or implementation schedule, does the representative get a clear positive reaction (agreement) from the customer?"
Further improve accuracy with the "Knowledge" feature
In addition to the score evaluation criteria, utilizing the "Knowledge" feature can further elevate the accuracy of the analysis. By pre-setting your corporate philosophy, target audience for your products, and industry-specific terminology in the AI, its contextual understanding of business negotiations will deepen.
Once the AI and the intuition of the field are synchronized, you can use the AI even more effectively as an "objective and consistent evaluator" for onboarding and management. First, try adding the metric your company values most to the Custom Score and experience the difference in accuracy.
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