StructureDid the meeting run well?
Clear agenda. Productive conversation. Respect for everyone's time.
- Agenda set and confirmed
- Pacing and time management
- Productive use of the booked time
- A next step agreed before the close
Live Human Judgment, Built on a Standard of Good
Nayak knows sharper judgment needs a Standard of Good across three dimensions—not a script, not the pattern of your best sales rep and not what an LLM decides is good.
What Live Human Judgment Guidance Looks Like
Watch Nayak turn the Standard of Good into timely, concise guidance during a real discovery call.
A full discovery call, narrated
The complete walkthrough: Jean starts a discovery call with the live coaching assistant open and talks through each hint as it appears.
Nayak runs against a standard of good
Leave every meeting with shared success criteria, aligned next steps and mutual commitment. The same three dimensions, measured on every call, are what make judgment sharper, meeting after meeting.
- Business & Product Intelligence (IQ)Did you learn what matters?
Understand priorities, stakeholders, decision criteria, risks and desired business outcomes.
- Buyer priorities and desired outcomes
- Stakeholders and decision criteria
- Risks and blockers named
- Product questions answered accurately
- Emotional Intelligence (EQ)Did the buyer trust you?
Build trust, credibility and confidence by responding to the signals the buyer is giving you.
- Trust and credibility established
- Active listening and empathy
- Confidence under objection
- Responsiveness to buyer signals
What each dimension catches
A rubric is only useful if it names real failure modes. These are the three that cost the most deals.
Structure
- Usually
- The call opens with rapport, drifts into a demo, and the last four minutes are spent apologising for running over.
- The standard
- The agenda is stated and agreed in the first few minutes, pacing is managed against it, and the close is deliberate rather than accidental.
Business & Product Intelligence (IQ)
- Usually
- The rep learns the problem but never learns who else has to agree, what budget exists, or what happens if nothing changes.
- The standard
- Priorities, stakeholders, decision criteria, risks and desired outcomes are all named, and product questions get accurate answers rather than confident guesses.
Emotional Intelligence (EQ)
- Usually
- A concern is answered before it is acknowledged, and the buyer quietly decides the rep was not listening.
- The standard
- Signals get read as they appear. Concerns are validated before they are solved, and silence is left where the buyer needs it.
Emotional Intelligence and Buyer Intent Are Linked
Buyer intent isn't just what a prospect says they want—it's revealed in the emotion underneath a stated question: hesitation, urgency, fear or relief. Nayak reads those signals in real time, often providing a more reliable read on intent than the buyer's literal words, since stated interest alone is a strong but imperfect predictor of whether someone actually buys.
Coaching without a standard is just opinion
Two managers listening to the same call will disagree about whether it was good. A fixed rubric removes the argument and makes improvement measurable.
Did the meeting run well?
Structure
- Agenda set and confirmed
- Pacing and time management
- Productive use of the booked time
- A next step agreed before the close
Did you learn what matters?
Business & Product Intelligence (IQ)
- Buyer priorities and desired outcomes
- Stakeholders and decision criteria
- Risks and blockers named
- Product questions answered accurately
Did the buyer trust you?
Emotional Intelligence (EQ)
- Trust and credibility established
- Active listening and empathy
- Confidence under objection
- Responsiveness to buyer signals
Key takeaways
- The Standard of Good has three dimensions: Structure, Business & Product Intelligence (IQ), and Emotional Intelligence (EQ).
- Structure asks whether the meeting had an agenda, kept pace and used the booked time well.
- Business & Product Intelligence asks whether the rep learned priorities, stakeholders, decision criteria, risks and desired outcomes.
- Emotional Intelligence asks whether the rep built trust and responded to what the buyer signalled, not only to what they said.
- Both live hints and the Meeting Quality Report are generated against this same rubric.
- Because the rubric is fixed, one rep's week-three call is directly comparable to their week-one call.
Questions about the rubric
The Standard of Good is the model Nayak uses to evaluate a sales conversation, made up of three dimensions: Structure, Business & Product Intelligence, and Emotional Intelligence. Every meeting is assessed against these qualities rather than against a generic script.
The three dimensions are constant, which is what makes scores comparable. During setup for each meeting you identify the type (intro, discovery, solution or proposal) so the specific expectations within each dimension match the conversation you are actually having.
Yes. Because the same rubric drives both the live hints and the post-call report, a rep is never coached against one standard during the meeting and judged against a different one afterwards.
Nayak generates a knowledge base for your company at onboarding and that knowledge base can be edited at any time in the Nayak portal, which shapes what Nayak expects on your calls. Contact Nayak to discuss deeper customisation for your team.