AI Presentation Scoring and Coaching in Salespath

As of Spring 2025, every sales presentation is now evaluated using our AI-powered rubric, which aggregates performance data into a clear overall score. This initiative is designed to help boost conversion rates by pinpointing the key elements of a successful pitch.

AI Scoring serves two key purposes:

• For Managers: It delivers a high-level overview of your team’s overall sales performance, helping you quickly identify trends, strengths, and areas that may need attention across locations or individuals.
• For Salespeople: It offers detailed, individualized coaching insights—complete with actionable feedback—designed to help each team member improve their pitch and grow into a more effective and confident seller.

How to Access AI Scoring

You can view AI scoring in two convenient ways:

1. Through the AI Scorecard Report: Navigate to the Audio section in the main menu and select AI Scorecard for a comprehensive overview of team and location performance.

2. Through the Sales Presentations Report: Go to Audio > Sales Presentations, click the Details button next to any presentation, and then select Presentation Scoring to see a detailed breakdown of that individual pitch.

   

     

Be aware that your AI scoring settings apply to both real and practice presentations. 

Personalized Insights for Salespeople

On the salesperson’s dashboard, there’s a dedicated section called “Sales Coach.” This feature provides:

• A detailed performance analysis based on their recent presentations
• Actionable coaching tips tailored to help improve key sales skills
• A linked example presentation with feedback, so they can re-listen and learn from real interactions
• A weekly focus area, released every Monday to help guide improvement and build strong selling habits over time

Understanding the AI Scorecard Report Layout and Metrics

This report is available to Tenant Admins and Site Managers.

The AI Scorecard Report offers flexible filtering options by date range and location, allowing you to zero in on performance across different time periods and sites. The report is organized into two main views:

• By Location
• By Salesperson

For each location, the report provides:

• Total Sessions: Number of presentation recordings captured within the selected timeframe.
• Car Count: Total vehicles serviced during that period.
• Conversion Rate
• Avg Duration 
• Loose Match % 
• AI Grade: An aggregate performance score based on key presentation metrics.

Salesperson-Level Insights

The Salesperson section of the AI Scorecard Report provides a detailed view of individual performance. For each team member, you'll see:

• Default Location – The primary site where the salesperson is assigned.
• Conversion Rate
• Avg Duration
• Loose Match %
• Car Count – The number of customer interactions recorded for that individual.
• Overall Presentation Score – An aggregated score reflecting the quality of their presentations.

Each presentation score is broken down into three core categories:

1. Default Attributes - includes rapport building, menu explanation, objection handling, and more. Default attributes can be toggled on or off depending on your ideal presentation scoring criteria. To adjust default attributes, see How to Enable or Disable an Element.

2. Custom Attributes - these are scoring attributes that you can create to suit your wash's needs and goals. For instructions on creating custom attributes, see Creating Custom Scoring Elements.

3. Alerts - these can be custom or default elements that define an alerting type of behavior, such as encouraging a customer to cancel right after signing up. 

Individual presentation scores help identify each team member’s strengths and areas for improvement, allowing for focused coaching and recognition of top performers.

How Scoring Works

Each sales presentation is evaluated using our comprehensive A-F letter grade system alongside detailed 0-3 (or -1 to 1) scoring across multiple key categories: 

Letter Grade Scale: 

By default, letter grades are assigned based on the following thresholds:

• A+/A/A-: Exceptional performance (42%+ overall)
• B+/B/B-: Strong performance (27–41% overall)
• C+/C/C-: Acceptable performance (18–26% overall)
• D+/D/D-: Needs improvement (9–17% overall)
• F: Requires significant development (below 9%)

Tenant Admins can customize these thresholds to match their team's standards. To adjust the grading scale, go to Coaching > AI Rubric Config > Grading Scale. Changes apply retroactively to all scored presentations.

Why It Matters

The AI Scorecard Report empowers sales leaders to:

• Benchmark team performance across locations
• Deliver targeted coaching using real data
• Track improvement over time with consistent metrics

By combining advanced AI analysis with actionable feedback, this feature helps turn every sales interaction into a learning opportunity.