Borentis term

What is 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.

It is the safeguard that matters more than any accuracy claim. A surprising score can be checked in seconds by reading the lines behind it, and corrected if the transcript was misheard.

It also changes how coaching lands. Feedback that points to the exact moment the close was skipped, next to what a top advisor said at the same moment, is evidence rather than opinion.

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.
• Coaching heatmap: A coaching heatmap is a grid of playbook themes against advisors, coloured by miss rate, where each cell opens the conversations that show the gap, so a training hour can be aimed at the advisor and the skill that need it.
• 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.

Where Borentis applies this

• Coaching from Best Conversations: Your best advisor, teaching everyone.
• Execution Scorecards: See the floor before the P&L does.