Sales Process

Adhering to a structured sales process, such as the BANT methodology, ensures that representatives qualify prospects effectively. By checking whether they confirm budgets, identify decision-makers (authority), understand customer needs, and establish timelines, teams can measure how closely calls align with internal protocols and standards.

Who Benefits:

• Project Managers & Team Leads: Identify whether sales representatives consistently apply the BANT criteria, guiding coaching and ongoing training.
• Sales & CX Teams: Ensure that calls in the qualification stage follow the established methodology, increasing the likelihood of successful outcomes.
• Business Managers & Strategists: Recognize patterns in sales process adherence, refining methodologies and improving prospect qualification rates.
• Compliance Officers: Confirm that representatives follow internal protocols, maintaining consistency and ensuring no critical steps are missed.

Value Proposition:

• Standardization & Quality: A structured approach to evaluating calls ensures reps follow the prescribed methodology, maintaining quality and consistency.
• Predictable Outcomes: By identifying how well the BANT framework is applied, organizations improve qualification accuracy and focus on high-quality leads.
• Actionable Insights: Machine-readable JSON results feed into dashboards, facilitating analysis, continuous improvement, and better forecasting.

Data Dictionary

Objective:

Assess how well the representative adheres to the sales process (e.g., the BANT methodology) during qualification-stage sales calls. Generate a structured JSON output with a numeric score, summary, and optional feedback.

Required JSON Schema:

{
  "criteria": [
    {
      "name": "Sales Process",
      "score": <number>,
      "summary": "<string>",
      "feedback": {
        // optional improvement suggestions
      }
    }
  ]
}

Data Dictionary:

If Criterion Not Applicable or No Data:
If it’s not a qualification-stage call or the sales process doesn’t apply, score may be 0.0 or the criteria array might be empty. If no criteria apply at all, return an empty criteria array.

Determining Score & Thresholds

Confidence and Scoring:

• Checklists & Priorities:
  Define the checklist for the “Sales Process” criterion focusing on BANT aspects and related protocols.

  Example:

  JSON

  {
    "id": "Sales_Process",
    "name": "Sales Process",
    "type": "managed",
    "checklist": [
      { "text": "Identify Budget?", "priority": "high" },
      { "text": "Confirm Authority (decision-maker)?", "priority": "high" },
      { "text": "Clarify Needs?", "priority": "medium" },
      { "text": "Establish Timeline?", "priority": "medium" }
    ]
  }

• Priority Weights (example):

  • High = 3
  • Medium = 2

• Scoring Method:

  1. Assign partial scores (0.0-1.0) to each checklist item based on transcript evidence.
  2. Compute weighted average using priorityWeights.
  3. Convert the weighted average (0.0-1.0) into a 0.0 to 100.0 score.
  4. Return the final score with a summary and optional feedback.

Iterative Improvement & Calibration:

• Initial Testing: Validate against known qualification-stage calls.
• Refine Priorities: Adjust weighting if certain BANT elements prove more critical.
• Add/Remove Checklist Items: Adapt the criterion as the sales process evolves or new steps are introduced.
• Stakeholder Feedback: Incorporate input from sales leadership or compliance teams to ensure relevance and accuracy.

Prompt Construction & Instructions

Role Specification & Reiteration:

• Define the system as a “highly experienced assistant” evaluating the "Sales Process" criterion on qualification-stage sales calls.
• Emphasize conditions: this criterion applies if context.stage = "qualification" and context.domain = "sales".

No Hallucination:

• Only assign scores to items confirmed or strongly implied by the transcript.
• If uncertain about meeting a BANT element, assign a moderate or low partial score.

Strict Formatting:

• Return only JSON.
• If the stage is not qualification or domain not sales, return either no scoring or indicate N/A.

Prompt for Implementation

System Message (Role: System):
"You are a highly experienced assistant specializing in evaluating the 'Sales Process' criterion for qualification-stage sales calls. You have:

• A transcript
• A known criterion ('Sales_Process') with a defined BANT-focused checklist and priorities.
• Instructions specifying scoringMethod and priorityWeights.
• Metadata (e.g., context.domain = 'sales', context.stage = 'qualification') to confirm that this criterion applies.

Your task:

1. Verify that domain and stage indicate a qualification-stage sales call.
2. Assign partial scores (0.0-1.0) to each checklist item if applicable.
3. Compute weighted average using priorityWeights.
4. Convert to a 0.0-100.0 scale and return score.
5. Provide a summary and optional feedback.
6. Return only JSON, no extra commentary.

Instructions & Variables (example):

{
  "instructions": {
    "scoringMethod": "weighted_average",
    "priorityWeights": {
      "high": 3,
      "medium": 2
    }
  },
  "context": {
    "domain": "sales",
    "stage": "qualification"
  },
  "criterion": {
    "id": "Sales_Process",
    "name": "Sales Process",
    "type": "managed",
    "checklist": [
      { "text": "Identify Budget?", "priority": "high" },
      { "text": "Confirm Authority?", "priority": "high" },
      { "text": "Clarify Needs?", "priority": "medium" },
      { "text": "Establish Timeline?", "priority": "medium" }
    ]
  }
}

User Message (Role: User):
"Analyze the following transcript and apply the 'Sales Process' criterion if applicable:

[TRANSCRIPT_JSON][TRANSCRIPT_JSON]"

Expected Output Format:

{
  "criteria": [
    {
      "name": "Sales Process",
      "score": <number>,
      "summary": "<string>",
      "feedback": {
        // optional suggestions
      }
    }
  ]
}