How scoring works
After each practice session, Rafiki AI's AI coach analyzes your full conversation transcript and scores your performance across 5 key sales skill dimensions. Scoring typically takes 10-30 seconds after your session ends.
While scoring is in progress, you'll see a yellow banner: "Analyzing your performance..." — the page refreshes automatically once scores are ready.
The 5 scoring dimensions
Each dimension is scored on a 0-100 scale:
Dimension | What it measures | What great looks like |
Discovery Questions | Did you ask open-ended questions to uncover the prospect's needs, pain points, and decision-making process? Did you dig deeper with follow-ups? | Asking "what," "how," and "tell me more" questions. Going 2-3 levels deep on important topics rather than staying surface-level. |
Objection Handling | How effectively did you address the prospect's pushback? Did you acknowledge their concerns before responding? | Validating the concern first ("I understand that..."), then providing evidence, examples, or reframing. Not getting defensive. |
Value Proposition | Did you connect your product's benefits to the prospect's specific pain points? Was your pitch relevant and personalized? | Tying features directly to problems the prospect mentioned. Using their own words and situation rather than generic pitches. |
Closing Technique | Did you advance the conversation? Did you propose clear next steps and ask for commitment? | Suggesting a specific next step (demo, follow-up call, trial). Asking for the commitment rather than ending open-ended. |
Active Listening | Did you reference things the prospect said earlier? Did you avoid repeating questions? Did you pick up on verbal cues? | Saying "You mentioned earlier that..." or adapting your approach based on what the prospect shared. Not asking the same question twice. |
Score ranges
Score | Rating | What it means |
80-100 | Excellent | Strong performance — you demonstrated this skill effectively |
60-79 | Good | Solid foundation with room for improvement |
40-59 | Needs Work | Key opportunities missed — focus your next session here |
0-39 | Poor | Significant improvement needed — review the feedback carefully |
Stage-aware scoring
The AI scorer adjusts its priorities based on the scenario's buying stage:
Buying Stage | Weighted higher | Weighted lower |
Cold Call | Objection Handling, Closing Technique | Active Listening |
Discovery | Discovery Questions, Active Listening | Value Proposition, Closing Technique |
Evaluation | Value Proposition, Objection Handling | Active Listening |
Negotiation | Objection Handling, Closing Technique | Discovery Questions |
Closing | Closing Technique, Active Listening | Discovery Questions |
The Scoring Guidance on each scenario is auto-filled with stage-appropriate criteria. Managers can customize this to match their team's methodology or coaching priorities.
Your results page
After scoring completes, you'll see:
Overall Score — Your weighted average across all 5 dimensions, displayed prominently with a color-coded rating
Dimension Breakdown — Individual scores for each of the 5 dimensions, with progress bars
AI Feedback — A written summary of your overall performance
Strengths — Specific things you did well, with quotes from your conversation
Areas for Improvement — Specific suggestions for what to do differently next time
Session Recording — Audio player with play/pause, click-to-seek, drag-to-scrub, and playback speed control (1x, 1.25x, 1.5x, 1.75x, 2x)
Full Transcript — The complete conversation, so you can review exactly what was said
Tip: Pay special attention to the Areas for Improvement section — it includes specific, actionable suggestions you can apply in your next practice session or real call.
Tracking progress over time
You can view all your past sessions from the Role Play page:
Go to Role Play
Your session history shows all completed sessions with dates, scenario names, and scores
Click any session to review its full results and transcript
Look for trends: Are your scores improving in specific dimensions? Are there areas that consistently need work? Use this data to focus your practice.