AI Sales Practice Scores: How to Find a Rep's Real Baseline
An AI roleplay score can look perfect without showing whether it came on the first try or the tenth. Sheri Weppel of Performance Development Group (PDG) explains why pharma sales managers should find a rep's live baseline before coaching to the number.
Read the full article→Transcript
Welcome to the Performance Minute from the Performance Development Group. That AI practice score your rep just sent you might look perfect, but here's what it doesn't tell you. It doesn't tell you if the score was their first, third, or even 10th try. These tools let a sales rep run the same call over and over until they get a score that they like. But in front of a real physician, they get one shot.
That 10th try doesn't count. So before you coach to that number, find the real baseline. In your next one-on-one, ask the rep to walk through a scenario once, live. No do-overs. By doing this, you're seeing what behaviors are automatic and what still need a little more practice under pressure.
The gap between the practice score and the live run is the thing to coach. A practice score proves they can do it once. Your job is to know whether they can do it when it counts. This is Performance Minute from the Performance Development Group. I'll see you next time.
More Performance Minutes
Ready to transform your team’s performance?
Tell us what your customer-facing teams need to do differently. We will show you how we would get them there.
Contact us
