> ## Documentation Index
> Fetch the complete documentation index at: https://docs.salesfinity.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Get better on real calls with AI Coaching

> AI Coaching turns your team's real calls into a few minutes of practice a day: hear how a teammate does it, practice it on an AI practice call, then use it on your next calls.

AI Coaching turns your team into a self-learning team. The calls your reps already make are
scored, and Coaching uses them to find the one skill that is costing each rep the most calls. Each
rep then gets a few minutes a day on it: hear how a teammate does it on a real call, practice it on
a short AI practice call, and use it on the next real calls. Managers see where the whole team
loses calls and hand out the practice that fixes it.

This is an all-new AI Coaching experience. It replaces AI Training, and the practice calls your
team made there are still on the **Practice** tab.

> [!NOTE]
>
> AI Coaching is available on Gold, Enterprise and Enterprise+ seats, and on Admin seats. Open
> **Coaching** in the left sidebar, under **Insights**. Silver seats don't include it.

## How it works

```mermaid theme={"system"}
flowchart LR
  A["Your real calls<br/>are scored"] --> B["Coaching finds<br/>your biggest gap"]
  B --> C["Hear it<br/>a teammate on a real call"]
  C --> D["Practice it<br/>a short AI practice call"]
  D --> E["Use it<br/>on your next real calls"]
  E --> A
```

1. Salesfinity scores your answered calls on your team's skills. See
   [Score calls with your team's rubric](https://docs.salesfinity.ai/calls/call-scoring.md).
2. Coaching compares each rep with the team average and with the top rep on the team, skill by
   skill, over the last 30 days.
3. The skill with the biggest gap becomes the rep's plan for today: three short steps, **Hear it**,
   **Practice it** and **Use it**. See [Follow your daily plan](https://docs.salesfinity.ai/coaching/my-coaching.md).
4. The next real calls are scored too, so tomorrow's plan starts from what changed.

Managers work the same loop for the whole team. The **Team** tab shows where reps lose calls, and
one click assigns a training plan to the reps who need it. See
[See where your team loses calls](https://docs.salesfinity.ai/coaching/team-view.md).

## What's on the Coaching page

| Tab | Who sees it | What it's for |
| - | - | - |
| **My coaching** | Reps, and owners and admins who made real calls in the last 30 days | Your plan for today, your week next to your team, and where you stand on each skill. [Follow your daily plan](https://docs.salesfinity.ai/coaching/my-coaching.md) |
| **Team** | Owners and admins | Skills on real calls for every rep, what Ari flags, and training plans in progress. [See where your team loses calls](https://docs.salesfinity.ai/coaching/team-view.md) |
| **Leaderboard** | Everyone, unless an owner or admin hides it from reps | Who does each skill best on real calls, and how they do it. [Learn from your best reps](https://docs.salesfinity.ai/coaching/leaderboard.md) |
| **Best calls** | Everyone. Owners and admins build the playlists | Playlists of real moments worth hearing before you practice. [Share your best calls](https://docs.salesfinity.ai/coaching/best-calls.md) |
| **Practice** | Everyone. Owners and admins build practice calls and training plans | Every practice call your team can take, and the training plans. [Practice calls and feedback](https://docs.salesfinity.ai/coaching/practice-calls.md) |
| **Attempts** | Everyone, for their own practice calls | Every practice call you made, with its feedback. |
| **Scoring** | Everyone. Only owners and admins can change it | How every call is scored, real and practice alike, and the team settings below. |

Reps open on **My coaching**. Owners and admins open on **Team**.

## The skills Coaching uses

Coaching works with the skills your team scores calls on. By default these are **Opening the
call**, **Asking questions**, **Pitch**, **Tone and pace**, **Handling objections** and **Asking
for the meeting**. Owners and admins can rename them, change their weights and add their own
checks, so your team's may read differently. See
[Set up your own call scoring](https://docs.salesfinity.ai/coaching/custom-call-scoring.md).

Every score in Coaching is shown from 0 to 100.

## What it needs

Coaching runs on scored real calls. By default, a call is scored when a person answered, it
lasted longer than a minute and it was recorded. As your calls are scored, Coaching learns where
you stand. Until there are enough of them, some parts wait:

| What | Needs |
| - | - |
| Your own numbers on a skill | 10 scored real calls in the last 30 days, and 5 of them that show that skill |
| A plan for today built from your own calls | 10 scored real calls. Before that, it's picked from your team's calls |
| **Top rep on your team** | A teammate with 20 scored calls in the last 30 days |
| A rep's number on the **Team** tab | 10 scored real calls in the range, and 5 that show the skill |
| A place on the **Leaderboard** | 20 scored real calls in the period |
| The **Leaderboard** table | 3 ranked reps |

Practice calls never count toward any of these.

## Team settings

Owners and admins change these on **Coaching** › **Scoring**. Everyone else can read them.

| Setting | Default | What it does |
| - | - | - |
| **Score to pass** | 75 | The score a practice call needs to pass, from 50 to 95. Each practice call can set its own. |
| **Show the leaderboard to reps** | On | When it's off, reps don't see the **Leaderboard** tab. Owners and admins always do. |
| **Suggest a warm-up before dialing** | On | Before a session, the Dialer offers a practice call of up to 3 minutes. At most once a day, and reps can skip it. |

The same tab shows your team's call scoring. Real calls and practice calls are scored with the
same settings.

## How coaching messages reach you

* Every coaching message lands in your notifications in the app right away.
* If your team has [connected Ari to Slack](https://docs.salesfinity.ai/ari/slack-setup.md) and Slack finds you by your email, a
  copy comes as a Slack message from Ari. Otherwise the copy comes by email. You don't need to
  connect anything yourself.
* Slack messages and emails go out between 8 am and 6 pm your time, and you get at most 2 a day. A
  nudge from your coach, listen-in messages and team challenge messages don't count toward the 2.
* A new training plan and a due-soon reminder have a **Later today** button. It sends the message
  again at 2 pm your time, or 4 pm if it's already past 2, once a day.

## Good to know

> **I don't see Coaching in my sidebar**
>
> Coaching is on Gold, Enterprise, Enterprise+ and Admin seats. Silver seats don't include it.
> Ask your team owner or an admin to change your seat. See
> [Choose the right plan](https://docs.salesfinity.ai/account/plans.md).

> **Can my manager hear my practice calls?**
>
> Not unless you send one. Practice is private: only you can see your attempts. On a training
> plan, you can submit a passed attempt to your coach. Coaches see your best score on each
> training plan step, and your scores on real calls.

> **Do practice calls count on the Leaderboard or in my real-call numbers?**
>
> No. The Leaderboard, **Where you stand on real calls** and the **Team** tab are built from real
> calls only. A certificate needs the practice calls passed first, and then it's earned on real
> calls.

> **How fresh are the numbers?**
>
> Your numbers update each time one of your real calls is scored, and a catch-up runs every
> night.

> **Does Coaching need Slack?**
>
> No. Every message reaches you in the app, and by email when your team hasn't connected Ari to
> Slack.

> **Which languages do practice calls use?**
>
> Practice calls are in English.

## Next steps

> **[Follow your daily plan](https://docs.salesfinity.ai/coaching/my-coaching.md)**
>
> Hear it, practice it, use it: a few minutes a day on the skill that costs you calls.

> **[Practice calls and feedback](https://docs.salesfinity.ai/coaching/practice-calls.md)**
>
> Talk to an AI prospect before it counts, and redo the call from any moment.

> **[See where your team loses calls](https://docs.salesfinity.ai/coaching/team-view.md)**
>
> For managers: every rep's skills on real calls, and what to assign next.

> **[Assign training plans](https://docs.salesfinity.ai/coaching/training-plans.md)**
>
> Practice calls in order, a due date, and certificates earned on real calls.


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