Launch programs that show up on customer calls

Give each team its own cohort and due date. Reps certify on the same scorecard that later grades their recorded calls, so you can see what carried over.

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Inside Quotain, the Cohorts tab of the Enterprise pricing module. Each cohort carries its own due date and progress: the Q4 AE cohort from the Enterprise team, due 17 Oct, in progress with 6 of 9 reps complete; Renewals, due 24 Oct, 2 of 5; the SDR pod, due 31 Oct, not started. A new class for Mid-market AEs, due 7 Nov, is added.

Test the scorecard on calls you already hold. Grade a batch of recorded calls and past sims against your draft, and publish once the scores match what your best managers would say.

  1. Step 1 of 3

    Pick the calls that set the bar.

    Choose recorded calls and past sims that show strong and weak versions of the behaviour, then grade them with the draft.

    Calibrate the Negotiation scorecard, Draft v4. Six calls are selected, four of them real and two past sims, and they are graded with the draft. The pricing review with Vela Systems scores 7.4, with Anchored the value before price met.
  2. Step 2 of 3

    Reword the criterion that misreads.

    When a score looks wrong, open the criterion in the draft and tighten its wording, right beside the calls it graded.

    In Edit scorecard, the criterion Anchored the value before price is reworded from “The rep mentions value before the conversation turns to price” to “Before the rep names a price, they tie it to a business outcome the buyer confirmed on this call.” The scorecard is saved. Regrade the calls you selected.
  3. Step 3 of 3

    Publish one standard for every team.

    Regrade the batch, check what moved, and publish. New practice and graded calls use the live version from then on.

    The batch is regraded. Two scores move: the Vela Systems pricing review goes from 7.4 to 6.1 and Leo Chen's cold call from 7.0 to 5.8; the other four stay put. The calibration history shows revision 2, and the scorecard goes out as Live v4.

Built with the teams putting strategy into practice

Sales calls get technical quickly for our team. Quotain lets us rehearse the technical back-and-forth and work through tough questions before we’re in front of a customer.

Alex FleuryCo-Founder Monte

Questions enablement teams ask before launching a program

How do I run one program for several teams?

Build the program as a module with its sections, tasks and pass score, then add a cohort for each team with its own roster and due date. Each cohort shows how many reps have completed it, and you can issue a certificate on completion.

How do we keep scoring consistent across managers?

Calibrate the scorecard before you publish it. Grade a batch of recorded calls and past sims with the draft, reword any criterion that misreads, regrade, and publish when the scores match what your best managers would say. Every team then practices and is graded on the same live version.

How do I see whether the program reached customer calls?

Recorded calls are graded on the same scorecard reps certified on, so Progress shows the same criteria for practice and for calls. Open the attempts and calls behind any criterion to see where the behaviour carried over and where it needs a refresher.

Launch the next program on one standard

Start for free to calibrate a scorecard on your own recorded calls, or try our demo now.

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