> ## 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.

# Build a practice routine with AI Training

> A manager's guide to getting real improvement out of AI Training: turn the objections your team loses to into drills, and review them together.

Practice only helps if it is aimed at something. This guide shows how to point
[AI Training](/coaching/ai-training) at the calls your team is actually losing, using what
Salesfinity already knows about them.

<Note>
  These are suggestions for how to run practice, built on what the product does. Change the rhythm
  to fit your team.
</Note>

## 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](/calls/call-scoring).
* **Objections.** Each scorecard lists the **Objections Detected**. If your team uses
  [Live Assist](/live-assist/overview), the recap after each call also shows **What came up**.
* **Your own ears.** [Listen in on the Salesfloor](/salesfloor/listen-in) 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.

## 2. Turn it into a persona

Create a persona that produces exactly that moment.

| You want to drill | Set the persona like this |
| - | - |
| A specific objection | **Objection Focus** on that objection (price, need, authority, timing or trust), **Objection Frequency** high |
| Getting past a brush-off | **Availability** very busy, **Openness** closed, **Difficulty Level** hard |
| Talking to the wrong person | **Role in Buying** gatekeeper or influencer |
| A competitor's customer | **Competitor Bias** loyal to competitor, and name the competitor in **About** |
| Staying calm with a tough buyer | **Mood** annoyed, **Politeness** rude, **Personality** hostile, **Difficulty Level** extreme |

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.

## 3. Give reps the answer first

Before the drill, make sure the answer exists. Write or update the
[battle card](/coaching/battle-cards) for that objection. Reps can open the **Battlecards** tab on
the practice screen and rehearse the line until it sounds like them.

## 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.

## 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.

## 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.

## A weekly rhythm that works

| When | What | Where |
| - | - | - |
| Monday | Pick one objection from last week's calls | **Analytics → Scorecards** |
| Monday | Update the battle card and create the persona | **Analytics → Battlecards**, **AI Training** |
| Tuesday to Thursday | Each rep runs two or three practice calls | **AI Training** |
| Friday | Review the best and worst attempt as a team | **Coaching History** |
| The week after | Check the same area on real calls | **Analytics → Scorecards** |

## Next steps

<CardGroup cols={2}>
  <Card title="Practice cold calls with AI Training" icon="dumbbell" href="/coaching/ai-training">
    How practice calls, personas and Coaching History work.
  </Card>

  <Card title="Set up your own call scoring" icon="sliders" href="/coaching/custom-call-scoring">
    Make the scorecard grade what matters on your team.
  </Card>
</CardGroup>


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