What are AI Objectives?
AI objectives are part of Accelerate Prism and helps reinforce critical selling behaviors through short, realistic practice drills guided by AI.
For managers, AI objectives acts as a coaching multiplier. It gives sellers timely practice and feedback between training and live deals, while giving you visibility into where your team is strong and where they need support, without adding more to your calendar.
How do AI Objectives support your coaching?
AI objectives runs directly inside Prism and works alongside your existing coaching approach.
Why are my sellers getting these objectives?
AI objectives are automatically unlocked after sellers complete certain courses. The objectives are intentionally timed to help sellers practice and apply new behaviors while the learning is still fresh.
Here’s how it supports you:
- Sellers complete short, scenario-based skill drills on their own time
- AI provides immediate, behavior-based feedback
- You can review seller responses and AI feedback in the platform
- Coaching conversations become more focused and efficient
What can managers see?
As a manager, you can:
- View completed AI objectives
- Review seller submissions and AI-generated feedback
- Identify common strengths and gaps across your team
- Use insights to guide targeted coaching conversations
AI objectives help you spend less time diagnosing issues and more time coaching what matters.
How should managers use AI Objectives?
AI objectives are most effective when it complements, not replaces, manager coaching.
Best ways to use it:
- Review feedback before 1:1s or deal reviews
- Reinforce strong behaviors observed in drills
- Coach into one or two specific improvement areas
- Look for patterns across your team to inform team coaching
What behaviors are currently supported?
AI objectives currently support practice and coaching for a focused set of foundational selling behaviors, including:
Richardson AI Objectives
- Resolve Objections (Acknowledge & Question)
- Assert a Point of View
- Recommend the Solution (Position the Detail)
- Create Compelling Prospect Messaging (Value Statement)
- Authentically Question and Actively Listen (Prefacing)
- Access Power (Ask for Acces)
- Understand Needs (Float Idea, Questioning Strategy)
- Ask for Referrals
- Create a Pain Message
- Trade with Purpose
- Position Your Opening Offer
Challenger AI Objectives
- Strengthen Your Powerful Request (Taking Control)
- Enhance Your Emotional Impact (Teaching)
- Tailor to Your Customer's Communication Style (Tailoring)
- Generate Constructive Tension with Powerful Questions (Constructive Tension)
Additional behaviors may be introduced in future updates.
Note: For customers using the Challenger behavior model, AI objectives will unlock after a learner completes the courses within the Strengthen Your Challenger Skills reinforcement course pathway.
FAQs
Are AI Objectives replacing manager coaching?
No. AI objectives are designed to handle routine practice and reinforcement so you can focus your coaching time on strategic deal guidance and higher-impact conversations.
Can managers change or assign AI Objectives?
No. AI objectives are automatically assigned by the system after sellers complete specific learning. Managers do not manually assign or edit these objectives.
Can managers add their own feedback?
Yes. Managers can review seller submissions and add coaching comments to reinforce or expand on the AI-generated feedback.
Is this used for performance evaluation?
AI objectives are intended as a coaching and development tool, not a performance management or compensation system.
Is seller data secure?
Yes. Seller submissions are processed securely and are used only to provide coaching feedback. Customer data is not used to train AI models.
Click here to see it in action!
Questions? Reach out to Support and we’ll be happy to help.