Short answer: Sam Nadler builds on Attention's open source sales coaching stack: it scores calls one at a time, then runs a 10,000 trial Monte Carlo forecast that shows, on fake data, an AI forecast of 1,170,000 against 1,440,000 committed in the CRM.
Watch this answer from Episode 45 (starts at 1:58) · Episode 45 notes and transcript
From Episode 45: Your Pipeline Is Lying to You. This AI Fixes It After Every Sales Call, starting at 1:58.
Sam Nadler [1:57]: Awesome. So we're gonna dive into attention pretty deeply. But before we do, I wanted to kinda highlight something I built with attention in mind. So just to give a little bit of context here, and let me provide the warning that this may be completely off base and I did a horrible job. But Anis did open source his entire sales coaching stack, which is wild. And so I spent the day trying to build on top of it. So what the tool does is it scores agent conversations one conversation at a time. And what I tried to do was take the next step, which is take the whole pipeline and leverage a Monte Carlo forecast to put it head to head, the forecast against what the team committed to in the CRM. So and it came up with this dashboard. It could be wrong because I don't have that much familiarity with your tool and I did my best. So we can kinda run through, poke through this dashboard. It's all fake data. So here the big thing is, the AI forecast is 1,170,000. Obviously, a little difference between what was committed, the 1,440,000. You can swing down to a couple deals like Helios, Northstar.
Sam Nadler [3:09]: You can click into it, and it has, a promising, a strong deal until the board level vendor risk view gate was introduced two weeks ago. So that's, like, a new thing that, has to be overcome. What I also thought was fun is it gave us this coach a live call. So you got a live call. I'm gonna skip to the end so so we don't have to watch through the whole thing. But you've got the rep, in this case Jordan, the prospect, and it's as the conversation is going, it's scoring how the agent is doing in this particular call. It got a 67 out of 100. We can also walk through kind of what's going on in general. So you've got just any recording thing where's attention really understands, who the rep is, who the buyer is, who the role, CRM linked. It gives you these coaching reports, the scores, And then lastly, I tried to build on top of that this, like, forecast using the score. So let me pull down here. Let me see if I here's some things. What happens in these scenarios, you've got a macro tank and your CRM changes based on, what was the forecast versus the CRM committed. Obviously, wouldn't wanna see that happen. If this Helios deal falls through, we also have a bigger tank versus the delta.
Sam Nadler [4:29]: What the CRO actually wants, as minimal delta from the CRM as possible. Anyway, long story short is it's a demo. Wanted to, like, provide, what is maybe an additional product feature for attention. Would love for you guys to pick it apart. What's stupid here? What works? Watch the math. Beep. Running it. Running the Monte Carlo replay to get the 10,000 trials to try and understand based on the conversations how close we are with the forecast. Anyway, I'll pause there. Pick it apart. Let me know your thoughts, and then we'll take it from there.
