The Revenue AI Report

AI assisted call scorecards wired to coaching (L3)

Every recorded call gets scored against your methodology automatically, scores flow into the coaching system, and managers coach the two lowest scoring behaviours per rep. The model scores, the manager decides.

WORKFLOW1Write a scoreable rubricManual2Calibrate the model again…t humansClaude3Route scores into the coa…hing flowSalesforce4Coach behaviour, never th… scoreGong
4 steps, in order, with the tool that owns each one.
Adoption ladderSix levels from Starter to Rebuilt. This item sits at level 3.L1 StarterOne tool, no workflow changeL2 AssistedAI drafts, humans approveL3 IntegratedWired into CRM and SlackL4 OrchestratedMulti-step, owned, measuredL5 AutonomousAgent runs, human auditsL6 RebuiltThe process itself changes
This playbook belongs at L3 Integrated. Running it above your level is how pilots stall.
Measures of successhuman model score agreement; coaching notes per rep per month; behaviour score trendPROVE IT WORKEDhuman model score agreementcoaching notes per rep per monthbehaviour score trend

The steps

  1. 01

    Write a scoreable rubric

    Tool: Manual

    Six behaviours maximum, each with an observable definition. Anything a human cannot reliably score from a transcript should not be in the rubric. Owner: enablement plus sales leadership. DoD: two managers scoring the same call land within one point.

  2. 02

    Calibrate the model against humans

    Tool: Claude

    Score fifty calls both ways and compare. Publish the agreement rate. A rubric line below seventy percent agreement gets rewritten or dropped before rollout. Pitfall: shipping scores nobody trusts, which poisons the whole programme. DoD: published agreement rate per rubric line.

  3. 03

    Route scores into the coaching flow

    Tool: Salesforce

    Scores land on the rep record and roll up to a manager dashboard with the two weakest behaviours highlighted. No new tool, no new meeting. Owner: RevOps. DoD: managers see current scores without asking anyone.

  4. 04

    Coach behaviour, never the score

    Tool: Gong

    Coaching conversations reference clips, not numbers. Scores route attention. Clips change behaviour. Owner: frontline managers. DoD: every coaching note cites a timestamped clip.

Tools in this playbook

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Unfamiliar terms are defined in the AI and Revenue Dictionary. Related frameworks live in the framework library.

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