Your Phase Grades

Letter grades, phase by phase

The Process Map doesn't just show your team's playbook — it overlays a letter grade on top of it for each phase, so you can see exactly where in the sales process you're strong and where you have room to grow.

These grades are calculated on the server from your analyzed calls over the last 30 days and follow a standard scale: A+ through F (A is best, F is worst), color-coded green for high grades down to red for low ones.

Where grades appear

You'll see your grades in three places on the Map:

1. Overall grade card — at the top of the page, a large letter grade ("Your overall sales process performance") with the number of calls it's based on and a trend chip.
2. Process Flow rail — each chevron node carries its own phase grade and a trend glyph, so you can scan all your phases at once.
3. Per-phase detail panel — when you select a phase, the right column ("Your grade in this phase") shows that phase's letter grade, a trend chip, the call count, and a "Last N analyses" sparkline.

Strongest and Room-to-grow

When you have enough graded calls, the overall card also calls out:

• Strongest in — the phase where you're scoring highest.
• Room to grow in — the phase where you're scoring lowest.

These callouts only appear once you have at least a few analyzed calls per phase (so a single call can't skew the headline), and only when there's a meaningful spread between your best and worst phases.

Trends

Next to most grades you'll see a trend indicator comparing your recent calls to your earlier ones:

• Trending up — your grade in that phase is improving.
• Trending down — your grade is slipping.
• Holding steady — little change.

Trending down on a phase is the clearest signal of where to refocus.

When you don't have grades yet

Grades are built from analyzed calls, so:

• A brand-new account shows the empty message: "Your overall grade will appear here after your first analyzed call."
• A phase you haven't been graded on yet shows: "You'll see your grade here after your first analyzed call in this phase."

Grades fill in automatically as your calls are analyzed — there's nothing to enable.

How to use your grades

1. Start at the overall grade to see where you stand, then check the trend.
2. Scan the Process Flow rail for the phase with the lowest grade or a downward trend.
3. Select that phase and read its coaching guidance in the detail panel — that's the playbook for the exact spot you're weakest.
4. Apply it on your next calls. As those calls get analyzed, your phase grade and sparkline update to show whether it's working.

Good to know

• Grades come from the server, not your browser, so they're identical on every device you sign in from — unlike the "viewed" markers covered in Tracking Your Process Map Progress.
• Reviewing a phase in the Map never changes your grade — only analyzing more calls does.
• Grades roll over a 30-day window, so they reflect your current form rather than your all-time history.