Borentis term

What is Borentis Score?

The Borentis Score is a single 0 to 100 measure of how well a store, region or advisor is executing its sales conversations, built from every consented conversation and comparable on one standard across the network.

It decomposes into its dimensions, so a movement has a cause attached: playbook adherence, objection handling, competitor defence, intent captured, follow-up rate and capture coverage.

Because it measures conversation quality rather than revenue, a small store can outscore a flagship, which is the point: it separates execution from location.

Related terms

• Playbook adherence: Playbook adherence is the degree to which a sales advisor's real conversations follow the retailer's trained sales playbook, expressed per step, per advisor and per store.
• Capture rate: Capture rate is the share of a store's customer conversations that were recorded with consent, measured per advisor and per store against footfall or walk-ins.
• Evidence trail: The evidence trail is the Borentis principle that every score, flag and number on a report links to the transcript lines that produced it, so nothing shown to a manager or an advisor is an unexplained judgement.
• Advisor leaderboard: An advisor leaderboard in conversation intelligence ranks advisors on the quality of their conversations, such as playbook adherence and intent captured, rather than on revenue alone, so an advisor in a low-footfall store can top it.

Where Borentis applies this

• Execution Scorecards: See the floor before the P&L does.