Competencies are the foundation of Momentum’s Coaching Agent system. Each competency represents a specific skill or behavior you want to evaluate across your sales team. This guide walks you through creating, configuring, and managing competencies to ensure your coaching program aligns with your sales methodology and goals.
Select how this competency should be scored and tracked:Core Skills
Tracks essential sales skills that should be present in every call
Provides continuous scoring to show improvement over time
Best for fundamental competencies like active listening, communication clarity
Stage Based Skills
Focuses on specific moments in the sales process
Only evaluates skills relevant to particular deal stages
Ideal for competencies like negotiation (late stage) or discovery (early stage)
Writing Effective PromptsBased on the UI, your prompt should be comprehensive and include specific evaluation criteria. Here’s an example from the interface:Example: Agenda Management Competency
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Has the rep effectively managed the agenda of this meeting?Setting a clear expectation of what is going to end soon?What the timing of everything is and what is going to happen?
Best Practices for Prompt Writing:
Be Specific: Define exactly what behaviors or actions you want evaluated
Include Multiple Criteria: Ask several related questions to ensure comprehensive evaluation
Use Clear Language: Write prompts that leave little room for interpretation
Focus on Observable Behaviors: Evaluate what can be heard/seen in the conversation
Template Structure:
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[Main Question]: Has the rep effectively [specific skill/behavior]?[Supporting Questions]: - [Specific aspect 1 to evaluate]- [Specific aspect 2 to evaluate] - [Specific aspect 3 to evaluate]
Our Customer Success team has developed proven prompt templates for common sales competencies including discovery questioning, objection handling, presentation skills, and relationship building. If you’d like assistance crafting effective prompts for your specific sales methodology, reach out to your CSM or support team for guidance and examples.
Configure how competency and meeting scores are mapped to your CRM fields:Meeting Score Mapping
Set up overall meeting evaluation scores to flow into designated CRM fields:Competency Score Mapping
Configure individual competency scores to be written to specific CRM objects and fields:
Regular Maintenance: Update competencies as your sales process evolves
Team Buy-In: Ensure the sales team understands and values the competencies
By carefully configuring your competencies, you’ll create a comprehensive coaching program that provides valuable insights while remaining practical and actionable for your sales team. Remember that competency design is iterative - start with solid fundamentals and refine based on results and feedback.The combination of thoughtful competency design and proper CRM integration ensures that your Coaching Agent implementation delivers maximum value to both individual representatives and the broader sales organization.