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A practice call is a short phone conversation with an AI prospect, out loud, in your browser. The prospect pushes back the way your buyers do. When you hang up, AI Coaching scores the call and shows you the moments that mattered and a better line to try, usually in under a minute. Then you can restart the call from the moment that went wrong.
Practice only. No real call is made. Every rep with AI Coaching can practice. Only owners and admins build and change practice calls.

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Take a practice call

1

Pick a practice call

Open Coaching › Practice and click Practice on a card. You can also start one from your plan for today, a training plan, the Dialer or a past call. See Where to start one.
2

Read your brief

Your brief shows the Situation, Your goal, and the skills it’s Scored on, with the score to pass. You also see who the prospect is: their name, title and company.
3

Start the call

Click Start the call and allow your microphone when your browser asks. The prospect picks up and speaks first.
4

Talk it through

Talk the way you would on a real call. A live Transcript fills in as you go. Use Mute, Start over or End call. The prospect can hang up on you, like a real one.
5

Read your feedback

When the call ends, your feedback opens on its own. There is nothing to rate or fill in.
Turn on Hints for a nudge on screen when you stall: “Ask a question about what they just said” after a few seconds of silence, and “Ask a question before you answer” after an objection. Hints are off by default, and your choice is remembered in that browser.

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How long a call can run

  • A call can run up to twice its set length, and never longer than 10 minutes. You see a warning 30 seconds before the end.
  • A warm-up from the Dialer stops at 3 minutes.
  • A call with less than 20 seconds of talking isn’t scored and doesn’t count.

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How hard the prospect is

Every practice call has a level. Pick an easier one to learn a new line, and a harder one to test it.

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Read your feedback

While the call is being scored, you see “Scoring your call… usually under a minute.” and your transcript to read while you wait. Then the page fills in:
  • Your score, from 0 to 100, next to the score to pass. The ring is green when you pass and amber when you don’t. The score to pass is 75 unless your team or the practice call set another.
  • How each part went: one card for each skill this practice call is scored on. Most practice calls score one skill, a few score two.
  • Moments to look at: up to three moments from your own call, marked Strong or Fix. Each one shows what the prospect said, what you said, a short note and the audio. A Fix moment adds Try saying, with a better line.
  • Redo from here: restarts the call at that moment. The prospect picks up from their line there, and only what you say after that point is scored.
  • A teammate’s clip, when a teammate booked a meeting on a recent real call where the same skill or objection came up.
The buttons at the top are Try again, Redo from a moment, and Next practice call. On a passed training plan attempt you also see Submit to your coach. If a call can’t be scored within 5 minutes, you see “We couldn’t score this one” and Try again. The page also asks whether the prospect felt like a real one. Owners and admins see the answers as “Felt real to N% of reps” once 5 reps have voted, so they know which practice calls to fix.

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Who sees your attempts

Your practice is private. The feedback page says “Only you can see this attempt.” On a training plan, you choose whether to submit a passed attempt to your coach. Your coach sees your best score on each step, and only the attempts you submit. Coaching › Attempts lists every practice call you made, with the date and time, duration, score and result. Click one to open its feedback. It only shows your own, even for owners and admins.

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Where to start one

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Practice a call you just lost

Ari can play the prospect from one of your real calls, with what they actually said. The practice prospect keeps the real person’s name, company and title. The call needs to be 30 seconds or longer.
  • In the Dialer. After a call logged as Not interested or Do not call again, the call form asks “Want another go?” and says Ari plays them with what they actually said. Click Practice this call. During a session the button is Save for after this session, and the calls you save wait on your session recap under Saved to practice.
  • In Call history. Open a call and click Practice this call.
  • On My coaching. Try a lost call again lists up to three calls from the last 7 days, with the ones you saved first.
  • The Redo my lost call practice call. It picks your lowest-scoring real call from the last 30 days on your weakest skill.

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Warm up before you dial

Before you start a session, the Dialer can show Warm up before you dial: a practice call of up to 3 minutes.
  • If one thing went wrong on 3 or more of your calls the day before, the warm-up is about that. It counts a gatekeeper not putting you through, an objection that ended the call, and a voicemail under 10 seconds. The card says what it saw, such as “Ari picked this from yesterday: 5 of your calls ended at “Just send me an email”.”
  • Otherwise it’s the practice call from your plan for today.
Click Warm up to take it, or Start dialing to skip it. After the warm-up, Back to your session returns you to the Dialer. The card shows at most once a day, and not once you’ve practiced that day. Owners and admins can turn it off for the team with Suggest a warm-up before dialing on Coaching › Scoring.

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The Practice tab

The Practice tab lists every practice call your team can take, in these sections: Search with Search practice calls, or filter by Opening the call, The front desk, Objections, Asking questions, Asking for the meeting, Voicemail, Parallel dialing or From your team’s calls. If your coach assigned you a training plan, it shows under My training plans on this tab.

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Salesfinity built-ins

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Build a practice call

Owners and admins build practice calls for the team. Reps can’t, but any rep can turn one of their own calls into a practice call.
1

Click New practice call

On Coaching › Practice, click New practice call.
2

Say what you want

Pick how to start, then click Draft:
  • Describe it: who the prospect is and what the rep should get out of the call, in 40 to 600 characters. For example: “A busy VP of Operations at a 300-person logistics company. Uses the email line to get off every call. The rep should book a 15-minute call.”
  • From a real call: a scored call from your team in the last 90 days, 30 seconds or longer. Ari makes up a new name and company, and keeps the role, industry, objections and wording.
  • From a contact in your lists: Ari builds the prospect from their title, company, industry and size, and makes up a new name.
3

Check Ari's draft

Ari writes the draft in up to 10 seconds. Change anything: the title, the prospect, the situation, and what The rep wins if they do, which reps see as Your goal. The objections list shows how often each one was heard on your team’s calls this month. Tick the ones the prospect should raise, or add your own, up to 12. Then set Scored on, Score to pass, How hard and the Length, from 1 to 8 minutes.
4

Try it yourself

Click Try the call yourself. This saves a draft that reps can’t see and opens a test call. Your own tries never count anywhere.
5

Publish it

Click Save to Practice to make it available to reps right away, or Save and assign to put it in a one-step training plan and choose the reps.
The prospect card also sets the voice, a woman’s or a man’s. Advanced holds background noise, interruptions and the full personality settings, such as the prospect’s mood and how busy they are. After you publish, changes apply to reps’ next attempts. Past attempts keep their score to pass. To change a built-in, click Customize. You get your team’s own copy to edit. Redo my lost call can’t be customized, because it’s made for each rep from their own calls.

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Let Ari draft this week’s practice calls

When an objection came up on 10 or more of your team’s scored calls this week, and no practice call of yours covers it yet, owners and admins see a banner on the Practice tab. Click Create this week’s practice calls and Ari writes one draft for each objection, from how prospects actually said it. Review them in This week’s practice calls and click Open, Publish or Discard for each, or Publish all. Reps see nothing until you publish.

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Good to know

You see “We need your microphone” with the steps to allow it in your browser. Allow it, then click Try again.
No. The setting changes how the prospect talks, for example asking you to repeat yourself. No noise is played.
No. Practice never counts on the Leaderboard, in Where you stand on real calls or on the Team tab.
English.
They use your team’s skills and descriptions. A practice score is the average of only the skills that practice call is scored on, so it isn’t weighted the way a real call’s total is.

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Next steps

Assign training plans

Put practice calls in order, with a due date and a score to pass.

Share your best calls

Let reps hear the moment that worked before they practice it.