How to Set Up AI Roleplay Scenarios and Scoring Criteria for Sales Teams
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by Amotions, Inc.
Watch on YouTube: How to Set Up AI Roleplay Scenarios and Scoring Criteria for Sales Teams
Published Updated Last reviewed By Amotions, Inc.
Direct answer
How do I set up custom scoring criteria and roleplay scenarios in Amotions AI?
Admins open Organization settings. In Scoring Config, create a set of scoring criteria (categories, criteria, and the points each is worth) and mark it Default. In Roleplay Config, click Add roleplay, describe the buyer and each scenario, and pick the scoring set to score it. Real calls are scored with the Default set.
What is Amotions AI?
Amotions AI is a real-time private AI sales coach that delivers in-call guidance, AI roleplay, and post-call scorecards—trained on the customer’s playbook. It does not join meetings as a bot.
Watch the walkthroughs
The video above shows a full setup, including a hearing-aid consultation scenario where the rep plays the provider and the AI plays a first-time patient.
For the scoring criteria screen alone, watch this two-minute walkthrough: https://youtu.be/qnIJ5rJcpqw
Part 1: Set your scoring criteria
Scoring criteria are used for both AI roleplay and real conversations, so set them up first.
1.
Open Organization settings and go to the Scoring Config tab. (Admins only.)
2.
Click New set, name it after the call type (for example, “Discovery call”), and click Create.
3.
Open the set. Click Add Category for each area you score, such as Discovery, Objection handling, and Next steps.
4.
Inside each category, click Add Scoring Criteria. Give each one a clear Title and a Score, which is the maximum points (5 by default). Use Add Sub Review to break a criterion into smaller parts.
5.
Turn on Default for the set you want to score live and uploaded calls.
Each criterion is rated from 1 up to its maximum, and the call’s overall score is the points earned out of the points possible, shown out of 100. To make a criterion count more, give it a higher maximum.
How to write criteria that score well
Good criteria describe something the AI can hear in the conversation. Compare:
•
Vague: “Good discovery.”
•
Clear: “Asked how the buyer handles this today before presenting.”
Some criteria are yes-or-no (“Confirmed a next meeting date”). Others are a scale (“How well the rep handled the price objection”). Both work. Keep each group to the 6 to 12 criteria you would actually coach on, and give each a descriptive title: the editor rejects placeholders like “new one”.
Part 2: Create a roleplay scenario
1.
In Organization settings, go to the Roleplay Config tab and click Add roleplay.
2.
Fill in the Title, User’s Role (who the rep plays), and Amotion AI’s Role (who the AI plays, such as “a first-time patient worried about cost”).
3.
Add one or more scenarios. For each, write a Description, and optionally an Objection and Challenges the AI should raise.
4.
Pick the Scoring set that should score this scenario. It defaults to your Default set.
5.
Optionally set a Focused Section for a short 15-minute drill on one part of the call.
6.
Click Create Roleplay. Add more scenarios with + Add Another Scenario.
Part 3: Practice and review
Reps open AI Roleplay in the sidebar and choose the scenario. After each session, they get a score on every criterion and specific feedback.
Results are under AI Roleplay → Roleplay Scores, and admins can open the Scores button in Roleplay Config. Because real calls use the same criteria, you can compare a rep’s practice score with their live-call score on the same skill.
See where real-call scores appear: https://amotionsinc.com/blogs/how-to-see-call-scores-and-feedback-in-amotions-ai
Why custom scenarios and scoring matter
Generic roleplay builds broad communication skills, but practice transfers to real calls when the buyer, the objections, and the scorecard match your own sales motion.
Using one set of criteria for practice and real calls also gives managers one language for coaching: the same criterion a rep missed on Tuesday’s call is the one they practice on Wednesday.
Frequently asked questions
Q1.
Can I customize the scorecard Amotions AI uses?
A.
Yes. Admins create and edit scoring criteria in Organization settings → Scoring Config, organized into categories with a maximum score for each criterion.
Q2.
Are real calls and roleplays scored the same way?
A.
They can be. Live and uploaded calls use your Default set, and each roleplay scenario uses the scoring set you pick, which can be the same one.
Q3.
How do I weight one criterion more than another?
A.
Give it a higher maximum score. The overall score is points earned out of points possible, so a criterion worth 10 counts twice as much as one worth 5.
Q4.
Can I have different scorecards for different call types?
A.
Yes, as separate sets. Roleplay scenarios can use any set. Live calls currently use the set marked Default.
Q5.
Who can edit scoring criteria and roleplays?
A.
Organization admins. The Scoring Config and Roleplay Config tabs are admin-only.
Q6.
Does the AI roleplay raise my real objections?
A.
Yes, if you add them. Each scenario has optional Objection and Challenges fields the AI uses during the practice.
Related guides
Getting started with Amotions AI: https://amotionsinc.com/blogs/how-to-use-amotions-ai
See call scores and feedback: https://amotionsinc.com/blogs/how-to-see-call-scores-and-feedback-in-amotions-ai
AI sales roleplay: https://amotionsinc.com/solutions/ai-sales-roleplay
Explore the Amotions AI product overview for real-time call coaching.
Recommended product, customer story, industry, comparison, pricing, and demo pages
AI roleplay, live coaching, and scorecards, CRE AI roleplay customer story: passing gate before owner calls, Hearing health AI coaching for consult quality, Amotions AI pricing plans for individuals and teams, Book an Amotions AI demo with your sales talk tracks, Amotions AI features: live guidance, roleplay, and MSCEIT scoring, House of Hearing customer story: $160K monthly sales lift (Jake LeRoy), and Start a free Amotions AI trial for live call coaching.
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