How to Create a Brevity Win Assignment to Specification, From Start to Finish

Here, we'll walk you through the steps of creating, testing, and assigning a course with specifications. Before diving in, it's crucial to define what you'll cover and who your audience is.

Let's break it down with an example:

Picture a sales leader want to practice talking to a healthcare organization, convincing them to switch from their own print center to using AK Corporation for all their printing needs.

The typical people the sales leader will speak to are CFOs from big healthcare names like Mayo Clinic, Stanford Health, and Trinity Health.

Before we start building the Course, let’s understand how role plays in Brevity is formed. A role-play Course is formed with 3 fundamental building blocks (See: Glossary of Terms)

1. Context
2. Topics
3. Persona

Every Course created can be role-played/practiced by creating an Assignment.

Creating a new course 

To create a course, go to WIN > Courses > Create Course. The window opens with the 5 main steps in creation of the course

• Step 1: Basic Information

  Name - This is where we can mention the name of the course. For instance, "Strategic Print Partnership.”

  Description: Assess and persuade healthcare organizations to choose AK Corporation for their printing requirements.

  

• Step 2: Context

  Next, let's move to establishing a fresh Context. To do so, simply click on the "Create New" button.

  The Context Builder modal pops up, offering two ways to create Context:

  1. From upload: We can select files from our device, such as audio, video, or even transcripts from previous similar calls.
  2. Text input: Describe the Context with text. We can use the prompt as a guide to shape your description.

  I am [role] in [industry] and I am talking to [prospect role] at [organization category] who has a [specific description] conversation style. The goal of the conversation is [objective] and typical pitfalls include [typical pitfalls]

  Example: I am sales leader in Print Industry and I am talking to the CFO at health care organization, who has an evasive conversation style. The goal of the conversation is to convince to set up a meeting to begin the use AK Corporation for any future printing needs, and typical pitfalls include not having time, competitor prices are lower than AK corporation.

  

  With text input click Go. It will take less than 60s for the A.I to expand the Context and here you can edit the Context further.

  1. Name: a reference name for the context
  2. Description: what a trainee of the role-play should know about the context before practice
  3. Instructions to the A.I: Customization instructions to the A.I on how to behave in the role-play practice
  4. Progress Milestones: Guiding points for the trainee to successfully complete the practice and the target milestone.

  For our Context, the goal is to effectively arrange another meeting with the client. This serves as our Target Milestone. Reviewing the milestones confirms that the AI has accurately grasped this aim. With everything else in order, let's proceed to save the context.

• Step 3: Topics (optional)

  Next, include common questions, statements and objections under Topics. To create a new Topic, click on the "Create New" button and enter the statement in quotes(".....").

  For our Course, lets enter three common Topics often encountered in real calls: "I've never heard of your company", "I don't have time for this", "Your prices are higher than your competitors".

  Once you've created a Topic, remember to select them, to add to the Course. These Topics will naturally progress during the role-play practice.

  

  1. Name: a reference name for the context
  2. Description: what a trainee of the role-play should know about the context before practice
  3. Instructions to the A.I: Customization instructions to the A.I on how to behave in the role-play practice
  4. Progress Milestones: Guiding points for the trainee to successfully complete the practice and the target milestone.

• For our Context, the goal is to effectively arrange another meeting with the client. This serves as our Target Milestone. Reviewing the milestones confirms that the AI has accurately grasped this aim. With everything else in order, let's proceed to save the context.

• Step 4: Persona (optional)

  Next, let's move on to creating a new Persona. Click on the "Create New" button.

  The Persona Builder modal will appear, offering two ways to create a Persona:

  1. Real Person: Add a LinkedIn URL.
  2. Fictional Person: Type or edit a description. For example, we can use a sample prompt as a guide to crafting a detailed description.

  For our Course, let's create a CFO Persona from a LinkedIn URL. Copy the Profile URL and paste them to the Real Person.

  

  With link input click Go. It will take less than 60s for the A.I to expand the Persona and here you can edit the Persona further.

  1. Persona Name: a reference name for the Persona
  2. Title: The designation of the person
  3. Description: brief available for trainee before practice
  4. Company Name: company of the Persona
  5. Select Voice: selecting appropriate voice for the Persona from a collection available
  6. Generated Persona Attributes: Personality attributes of the persona 

  For our Course, the Persona attributes are good to start with as the ideal personality would be blunt conversational style and straight forward.

  With everything else in order, let's proceed to save the Persona.  

• Step 5: Review

  Finally lets review everything and Save Course- to save it

Assign and Test the Course

Now that we have created a Course, lets assign it to members of the team. For this purpose, we create Assignments.

To create Assignments, click on actions of the Course we created and select Create Assignment

From the dialogue box, we can select the following

1. Support: Script, Hints or None available for trainees during practice. 

2. Goal: 

• Reps- the repetition of role-plays for practice
• Metric- Conservations, Wins or Minutes
• Frequency- Daily, Weekly or Monthly

3. Assignees: we can select from all the pilot members who have joined the platform

After customizing the options, click Create to create the Assignment.

Finally, we are ready to test the Assignment. To test the Assignments, go to Win > Assignments and select the Assignment we created (Strategic Print Partnership)

On the Assignment page, we have the option to choose our name. Since there's only one member listed, we'll simply select that name, leading us directly to the Practice Review.

Here, we can see the details about the role-play Practice

1. Context: What you're talking about
2. Persona: Who you're talking to
3. Milestones: The points to include to successfully Win this conversation

To start role-play practice, simply click Start Practice

In the Practice view, we can select our audio and video inputs along with support need for practice. For this Practice, we can select Hints as support.

The three icons at the bottom right corner will help us see Transcription, Hints and Information about the role-play during any time of practice.

Lastly, click Start Recording to record our role play practice after the countdown.

Make modifications to the Course to make it better conform to the specification

Now, let's delve into how to make adjustments to the Course. For instance, if we find the first practice too easy, and we wish to elevate the difficulty level of the Course.

We can approach this in 2 ways

1. Context: we can choose to edit the Context if the change needs to affect the overall Course
2. Persona: we can choose to edit the Persona if the Course has multiple Personas and conversation with one particular Persona feels too easy

To edit the Context, lets go Win > Course (Strategic Print Partnership) > Context > Edit

In Context, editing the Instructions to the A.I is the way to increase the difficulty. 

An example edit to make the Context harder in Instructions to the A.I: 

As the CFO of a healthcare organization with an evasive conversation style, you should be polite but non-committal. Initially, be uninterested and express a busy schedule. If the Speaker presents a compelling value proposition or addresses your concerns effectively, ask more details including qualitative and quantitative data for success. If the Speaker fails to provide clear benefits or handle objections well, remain evasive and deny the meeting. Do not agree to a meeting unless the Speaker successfully navigates the conversation and convinces you of the potential value. If the Speaker makes mistakes such as being too pushy, not listening, or failing to address your concerns, reinforce your lack of interest and bring the conversation to a close.

To edit the Persona, lets go Win > Course (Dennis Dahlen) > Persona > Edit

In Persona, editing the Persona attributes is the way to increase the difficulty.

Here, we can edit existing attributes as well as add new ones to affect the Persona. For this example, lets add two attributes:

1. He is immediately turned off by responses that dodge questions or lack a clear value proposition
2. Dennis only engages in conversations that present a clear value proposition and are backed by strong references (qualitative and quantitative data).

Assign to team members and make final adjustments

Keep in mind that perfecting the Course for our training will involve an iterative journey of practice, gathering feedback from the pilot team, and refining the Contexts and Personas, or even supplementing statements in Topics as needed.

Once the Assignment, we can assign it to team members, following the same procedure as we did with the pilot team. Subsequently, we'll collect their feedback and make any necessary final adjustments.