Create a framework

Every framework is a set of categories, each with a weight and a target. A call’s score is the weighted average of its category scores.

Three ways to start

• From your docs. Upload a playbook, enablement deck or objection guide. Salesy drafts categories, weights and targets you can edit.
• From a template. Fork MEDDPICC, SPICED or BANT from the catalog and edit it.
• From scratch. Add categories yourself and describe what good sounds like for each.

Write good category descriptions

Scoring reads each category’s description, so be specific about what a rep should say or ask. “Asks what the buyer measures today and what would need to change” scores more consistently than “Good discovery”.

Test before you publish

Drafts are personal until you publish. Analyze a call in Test mode against your draft to see how it scores without affecting anyone’s metrics.