Check discovery coverage
Check whether reps cover your must-ask discovery topics on every discovery call.
Ways to get this done with Avoma
Pick the approach that fits how your team works. You can start with one and add another later.
How this works
Shown for:
- 1Trigger
As calls are recorded
- 2Context
Avoma Conversation Intelligence reads call recordings and your scorecards
- 3Reason
Check each discovery call for the topics and questions your team requires
- 4Act
Score discovery coverage and list missed topics with call evidence
- 5Human judgment
Manager picks the gaps to coach and the ones to follow up on the deal
Native feature
Use sales call scorecards to check whether reps cover required discovery topics and questions, and identify gaps for coaching.
How this works
Shown for:
- 1Trigger
You run the RevOps Intelligence skill in Claude
- 2Context
The RevOps Intelligence skill reads Avoma meetings and scorecards through the Avoma agentic platform, plus your CRM (HubSpot or Salesforce) and Gmail
- 3Reason
Check each discovery call for the topics and questions your team requires
- 4Act
Score discovery coverage and list missed topics with call evidence, returned in Claude
- 5Human judgment
Manager picks the gaps to coach and the ones to follow up on the deal
Skill
Use the RevOps Intelligence skill in Claude to score each discovery call for coverage of your must-ask topics and list gaps by rep, with recommended next steps.
What good looks like
Discovery is complete when every must-ask topic gets covered.
Keep the must-ask list short
5 to 7 topics is a list reps can remember on a live call.
Flag missed topics on open deals
A gap in discovery becomes a risk in the forecast.
Coach to the gap that repeats
One missed topic is a slip, and a missed topic on every call is a habit.
Customer stories
What teams say
I love Sandler scorecards. We use them as coaching opportunities for the team and myself too.
I want to look at last week's calls from a specific CSM, review them against my coaching playbook, and have this done through Claude and MCP to semi-automate the whole thing.
The killer feature for us is the ability to customize the notes/summary structure and sync the notes directly to Salesforce. This along with auto scoring of calls is saving our team a bunch of time.
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