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Enablement shows the qualification frameworks Doris uses to score your deals. Click Enablement in the sidebar. Every member can open Enablement and read the frameworks. Only workspace admins can add or edit a framework. For other members, Add framework is not available. The page has two sections:
  • Live coaching is at the top. See Live coaching.
  • Frameworks is below it. This page is about that section.

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See which frameworks score your deals

The Frameworks table shows Name, Scope, Dimensions and Status.
  • MEDDPIC and SPICED are built in. They have a lock icon and a Built-in badge. You cannot edit them.
  • Your workspace’s own frameworks show below the built-in ones.
Click a row to see the framework’s dimensions and scoring rubric. To see the scores on a deal, open the deal and click Qualification. See Deals.

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Add a framework (admins)

1

Start

Click Add framework. Choose one of these:
  • From scratch. You write the dimensions and rubrics.
  • From a document. Pick a document from your library. Doris drafts a framework from it, and you edit the draft.
  • From a prebuilt framework. Pick BANT, SPIN Selling, SCOTSMAN, CHAMP, Command of the Message, Value Selling or Sandler Selling System. Click Add framework on the one you want.
2

Name the framework

Enter the Framework name. It can have up to 60 characters.
3

Choose the scope

Choose Deal for a framework that scores each deal across all its calls. Use Deal for qualification.
4

Add the dimensions

Click Add dimension for each dimension. You can add up to 10. For each one, enter the Acronym, Name, Description and Scoring rubric.
5

Choose where it shows

Optional. Select Show this instead of SPICED on the deal scorecard. Only one framework can take that place.
6

Save

Click Activate framework. Doris then scores your open deals with it. You do not need to start this yourself.

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Call scope

The Call scope scores single calls of the call types you select. Doris does not run call-scope frameworks automatically. The table marks them Manual trigger only. Use Deal scope for frameworks you want on every deal.

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Write a good framework

Doris reads your descriptions and rubrics to find evidence in calls. Write them as instructions.
  • Say what strong evidence sounds like in a call.
  • Say what weak or missing evidence looks like.
  • Give each score in the rubric a clear meaning. For example: “5 = clear evidence, confirmed; 3 = partial; 1 = unknown”.