Question 1

How can I trust AI call scoring to be accurate for my sales process?

Accepted Answer

Accuracy comes from your customizable scorecards, and customizable scoring rubrics. You define both qualitative metrics (1-100 skill scores) and QA checkpoints (true/false compliance). The AI scores 100% of calls against your exact standards—MEDDPIC, Command of the Message, Sandler, or custom frameworks—removing human subjectivity and ensuring consistent evaluation across all reps.

Question 2

How does Itero track MEDDPIC qualification in sales calls?

Accepted Answer

Build scorecards that evaluate each MEDDPIC component—Metrics (quantified value), Economic Buyer (decision authority), Decision Criteria (evaluation factors), Decision Process (buying steps), Identify Pain (business problems), and Champion (internal advocate). The AI analyzes calls to verify reps captured each element, scoring both whether it was discussed and the quality of discovery. Get visibility into which MEDDPIC elements your team consistently misses and where discovery depth needs improvement.

Question 3

Can Itero measure if reps are executing Command of the Message correctly?

Accepted Answer

Score calls against the full Command of the Message framework. Define criteria for Current State (prospect's existing situation), Negative Consequences (cost of inaction), Future State (improved outcomes), Positive Business Outcomes (quantified value), and Required Capabilities. Track which framework elements reps skip or execute weakly, enabling targeted coaching on value articulation and differentiation.

Question 4

Can I trust AI to catch nuances in complex enterprise sales conversations?

Accepted Answer

The AI identifies patterns you define as important. Connect your knowledge bases and sales playbooks so the AI understands your terminology, value propositions, and deal progression signals. Combine qualitative skill scores with quantitative checkpoints to capture both conversation quality and process adherence, ensuring comprehensive evaluation beyond surface-level keyword matching.

Question 5

Can I restrict which calls are scored?

Accepted Answer

Yes. Filter by call type (Meeting, Activity, Practice), keyword presence in title, minimum call length, or custom tags. This ensures scoring focuses only on relevant conversations—like customer-facing calls, not internal meetings. Control what gets analyzed to reduce noise and focus coaching on interactions that actually matter for performance.

Question 6

How long does it take to set up call scoring for my team?

Accepted Answer

Create your first scorecard and custom rubrics in minutes. Define skills to track, set scoring criteria, and connect your call recorder (Gong, Outreach, Microsoft Teams). Once configured, scoring applies automatically to all future calls with no manual intervention required.

Question 7

What if we change our sales methodology or launch new products?

Accepted Answer

Update scorecards in minutes without retraining models. Add new skills to track, modify scoring criteria, or create entirely new rubrics for different call types—discovery vs. demo vs. negotiation. The system adapts immediately, applying updated standards to new calls while maintaining historical data for trend analysis.

Question 8

Can I use different scorecards for SDRs, AEs, and account managers?

Accepted Answer

Assign specific scorecards to user groups or call types automatically. SDRs get scored on qualification and meeting booking. AEs on discovery quality and objection handling. Account managers on expansion opportunity identification. Each role sees relevant metrics without manual configuration for every call.

Question 9

How do I find coachable moments without listening to hours of calls?

Accepted Answer

The coaching inbox surfaces critical moments automatically—missed discovery questions, weak objection handling, compliance gaps. Every issue includes timestamp, context, and recommended action. Review key issues across your team in minutes instead of searching through full call recordings or hunting through scorecards manually.

Question 10

What makes Itero different from Gong's call scoring?

Accepted Answer

We provide the complete loop for rep performance. Reps train in AI customer simulations before calls. AutoQA scores 100% of their real calls automatically. Certifications validate that practiced skills transfer to live conversations. This dual system of simulation training and live verification is our key differentiator over analysis-only tools.

Question 11

How can I measure if my coaching is actually improving skills?

Accepted Answer

Track performance across all key skills over time—discovery quality, objection handling, value articulation. Visual heatmaps show individual and team-wide skill gaps. Compare scores before and after coaching interventions to verify improvement. Move from subjective gut checks to objective, data-driven skill development tracking.

Question 12

How does Itero integrate with our existing call recording platform?

Accepted Answer

Itero automatically pulls recordings and transcripts from Gong, Outreach, Salesloft, and other platforms. Once a call completes, our AutoQA analyzes it immediately against your scorecards. No manual uploads or extra steps. Performance data flows continuously without disrupting existing workflows or requiring reps to change behavior.

Question 13

Can I extract deal intelligence automatically from sales calls?

Accepted Answer

Define custom fields for critical deal data—Economic Buyer identified, Metrics discussed, Next Steps confirmed, Pain Points uncovered, Champion engaged. Itero's AI extracts this information from every call and syncs directly to your CRM. Eliminate manual note-taking while ensuring complete, consistent deal records for accurate forecasting.

Question 14

Is my sales data and call information secure with Itero?

Accepted Answer

Enterprise-grade security protects your call recordings, transcripts, and proprietary sales data. We follow industry best practices for data security and privacy. Your methodology frameworks, custom scorecards, and performance data remain completely confidential and are never used to train models for other customers.

Products

Use Cases

Sales Call Scoring Software | AI-Powered Call Analysis

Score 100% of Calls Against Your Playbook

Coachable Moments Delivered to You

Extract Critical Deal Intelligence Automatically

See Itero in action

Team Analytics That Drive Results

Frequently Asked Questions

Accuracy & Methodology Fit

Setup & Customization

Manager Workflow & Coaching

Integration & Data

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