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Practice only helps if it is aimed at something. This guide shows how to point AI Training at the calls your team is actually losing, using what Salesfinity already knows about them.
These are suggestions for how to run practice, built on what the product does. Change the rhythm to fit your team.

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1. Find what to drill

Start from real calls, not a guess.
  • Scorecards. Open Analytics → Scorecards and look at the lowest-scoring area across the team, and the Gaps on individual scorecards. See Score calls with your team’s rubric.
  • Objections. Each scorecard lists the Objections Detected. If your team uses Live Assist, the recap after each call also shows What came up.
  • Your own ears. Listen in on the Salesfloor for the moment where calls go quiet.
Pick one thing. “Handling ‘we already have a tool’” is a drill. “Get better at calls” is not.

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2. Turn it into a persona

Create a persona that produces exactly that moment. Write the Objective/Training Goal as the outcome you want, such as “Get to a referral when the prospect says they are not the decision maker.” For a call your team really lost, use the Real call personas tab instead. The rep gets another attempt at the same prospect.

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3. Give reps the answer first

Before the drill, make sure the answer exists. Write or update the battle card for that objection. Reps can open the Battlecards tab on the practice screen and rehearse the line until it sounds like them.

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4. Run the drill

Keep it short and specific.
  • Ask each rep to do two or three calls against the same persona, not one.
  • Start new reps on easy personas and move them up a level when they book the meeting.
  • Have reps log every call, even the bad ones. The bad ones are where the coaching is.

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5. Review together

Open Call History on the AI Training page and filter Coaching History by Persona. You now have every rep’s attempt at the same prospect, side by side.
  • Find the best attempt by Score and play its recording in your team meeting.
  • Open the Scoring tab on a weak attempt and a strong one, and compare.
  • If one rep found a better answer than your battle card has, update the card.

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6. Check it on real calls

A drill worked if real calls change. A week later, look at the same area on your team’s scorecards, and at how often that objection still ends the call.

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A weekly rhythm that works

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Next steps

Practice cold calls with AI Training

How practice calls, personas and Coaching History work.

Set up your own call scoring

Make the scorecard grade what matters on your team.