AI Training is available on the Gold, Enterprise and Enterprise+ plans. If you have it, you see
AI Training under Insights in the left sidebar.
Run a practice call
1
Open AI Training
Click AI Training in the sidebar. You see your team’s personas on two tabs:
AI personas and Real call personas.
2
Pick a persona
Each card shows who the prospect is. Choose one to open a Coaching Session.
3
Click Start Call
The call runs in your browser, so allow your microphone. Talk the way you would on a real
call: the persona answers out loud.
4
End the call
Click End Call. The persona can also hang up on you, like a real prospect.
5
Log it
Under Rate Your Conversation, give the call a star rating, pick a Call Disposition, and
click Log Call. Logging saves the recording and transcript and sends the call for scoring.
Review a practice call
Click Call History on the AI Training page to open Coaching History. Every practice call your team has logged is listed there, with the rep, the persona, how hard it was, the disposition, the duration and the Score out of 100 with a grade. A call shows Processing until its score is ready. Filter the list by Persona, User or Date Range. Click a call to open Call details:- The recording, in a player you can scrub through.
- Scoring: the scorecard for the call.
- Transcript: what was said, word for word.
- Prospect Details: the persona the rep was up against.
Coaching History is shared by the whole team, so a manager can review any rep’s practice calls,
and reps can learn from each other’s.
Personas you start with
Your team starts with six ready-made AI personas. Use them as they are, or duplicate one and change it.Create your own persona
1
Click Create Persona
The New Training Program window opens.
2
Say who they are
Name, Job Title and Company are required. You can also set their Role in
Buying (decision maker, influencer, technical evaluator or gatekeeper), and describe them
in About and Company Details.
3
Say what they care about
Fill in Pain Points, Priorities and Market Context, and write the
Objective/Training Goal for the drill.
4
Set how hard the call is
Choose a Difficulty Level: easy, medium, hard or extreme. Pick an Objection Focus
(price, need, authority, timing, trust, or your own) and an Objection Frequency. You can
also set their Product Awareness and Competitor Bias.
5
Set how they behave
Tune Politeness, Availability, Openness, Mood, Personality,
Communication Style and Distractions. For example, a persona can be rude, very busy,
skeptical and driving while you talk.
6
Click Create
The persona appears for everyone on your team.
Practice against a real prospect
The Real call personas tab builds personas from conversations your team has actually recorded, from the last 180 days by default. Instead of an invented buyer, the rep gets another go at a prospect who really pushed back. You can also start one from the dialer. After a call, the recap can open a practice twin of the person you just spoke to.Have Ari build personas
If your plan includes Ari, describe the buyer and Ari creates the persona: Ari creates the persona without asking for approval first. Open it on the AI Training page to check it, and edit anything that is off.Good to know
Do practice calls count in my call analytics?
Do practice calls count in my call analytics?
No. Practice calls live in Coaching History only. Your scorecards and analytics are built
from real calls.
Can anyone hear my practice calls?
Can anyone hear my practice calls?
Yes, your teammates can. Every logged practice call, with its recording and transcript, is
visible to your team in Coaching History.
Does Live Assist run during a practice call?
Does Live Assist run during a practice call?
No. Live Assist runs on real calls in the dialer. The practice screen does have a
Battlecards tab, so you can read your team’s cards while you practice.
Next steps
Build a practice routine for your team
Turn real objections into drills and review them together.
Set up battle cards
Give reps the answer to rehearse.