Code Coverage
 
Lines
Functions and Methods
Classes and Traits
Total
100.00% covered (success)
100.00%
1 / 1
100.00% covered (success)
100.00%
1 / 1
 CRAP
100.00% covered (success)
100.00%
1 / 1
RolePlaySkillProgressions
100.00% covered (success)
100.00%
1 / 1
100.00% covered (success)
100.00%
1 / 1
 1
100.00% covered (success)
100.00%
1 / 1
 newFactory
100.00% covered (success)
100.00%
1 / 1
100.00% covered (success)
100.00%
1 / 1
 1
1<?php
2
3namespace App\Http\Models;
4
5use Database\Factories\Http\Models\RolePlaySkillProgressionsFactory;
6use Illuminate\Database\Eloquent\Factories\HasFactory;
7
8class RolePlaySkillProgressions extends Moloquent
9{
10    use HasFactory;
11
12    public static $COLD_CALL_SCORECARD = [
13        [
14            'name' => 'Introduction',
15            'is_default' => true,
16            'weight' => 10,
17            'criteria' => [
18                [
19                    'name' => 'Opening Line',
20                    'weight' => 50,
21                    'description' => 'Assess the effectiveness of the opening line in capturing attention and setting a positive tone.',
22                ],
23                [
24                    'name' => 'Purpose of Call',
25                    'weight' => 50,
26                    'description' => 'Judge how clearly and concisely the reason for the call is stated.',
27                ],
28            ],
29        ],
30        [
31            'name' => 'Preparation',
32            'is_default' => true,
33            'weight' => 5,
34            'criteria' => [
35                [
36                    'name' => 'Background Knowledge',
37                    'weight' => 50,
38                    'description' => "Assess the caller's understanding of the prospect's industry and company.",
39                ],
40                [
41                    'name' => 'Customization',
42                    'weight' => 50,
43                    'description' => 'Evaluate how well the call is tailored to the prospect’s profile.',
44                ],
45            ],
46        ],
47        [
48            'name' => 'Rapport Building',
49            'is_default' => true,
50            'weight' => 15,
51            'criteria' => [
52                [
53                    'name' => 'Engagement Questions',
54                    'weight' => 50,
55                    'description' => 'Rate the ability to ask relevant, open-ended questions that engage the prospect and gather preliminary information.',
56                ],
57                [
58                    'name' => 'Listening Skills',
59                    'weight' => 50,
60                    'description' => 'Score the demonstration of active listening, such as acknowledging the prospect’s responses and tailoring the conversation accordingly.',
61                ],
62            ],
63        ],
64        [
65            'name' => 'Value Proposition',
66            'is_default' => true,
67            'weight' => 15,
68            'criteria' => [
69                [
70                    'name' => 'Clarity of Value Proposition',
71                    'weight' => 50,
72                    'description' => 'Evaluate the effectiveness of communicating the unique benefits of the product/service within the first few minutes.',
73                ],
74                [
75                    'name' => 'Relevance to Prospect',
76                    'weight' => 50,
77                    'description' => 'Assess how well the value proposition is tailored to the prospect’s potential needs or pain points as understood during the call.',
78                ],
79            ],
80        ],
81        [
82            'name' => 'Handling Initial Objections',
83            'is_default' => true,
84            'weight' => 15,
85            'criteria' => [
86                [
87                    'name' => 'Preparation and Anticipation',
88                    'weight' => 50,
89                    'description' => 'Score the preparedness for common objections specific to cold calls, such as time constraints or lack of interest.',
90                ],
91                [
92                    'name' => 'Response Quality',
93                    'weight' => 50,
94                    'description' => 'Evaluate the persuasiveness and appropriateness of responses to overcome objections and maintain engagement.',
95                ],
96            ],
97        ],
98        [
99            'name' => 'Call to Action',
100            'is_default' => true,
101            'weight' => 5,
102            'criteria' => [
103                [
104                    'name' => 'Clarity and Directness',
105                    'weight' => 30,
106                    'description' => 'Rate the clear articulation of the desired next step or action.',
107                ],
108                [
109                    'name' => 'Persuasiveness',
110                    'weight' => 35,
111                    'description' => 'Assess the effectiveness in encouraging the prospect to agree to the proposed action.',
112                ],
113                [
114                    'name' => 'Adaptability',
115                    'weight' => 35,
116                    'description' => 'Evaluate the ability to adapt the call to action based on the conversation and cues from the prospect.',
117                ],
118            ],
119        ],
120        [
121            'name' => 'Professionalism and Tone',
122            'is_default' => true,
123            'weight' => 5,
124            'criteria' => [
125                [
126                    'name' => 'Communication Style',
127                    'weight' => 100,
128                    'description' => 'Score the professionalism in tone, language, and manner of speaking.',
129                ],
130            ],
131        ],
132        [
133            'name' => 'Main Objective: Securing Follow-Up',
134            'is_default' => true,
135            'weight' => 30,
136            'criteria' => [
137                [
138                    'name' => 'Follow-Up Agreement',
139                    'weight' => 100,
140                    'description' => '4 points are awarded for a confirmed follow-up or demo meeting. 0 points if no meeting booked.',
141                ],
142            ],
143        ],
144    ];
145
146    public static $DISCOVERY_CALL = [
147        [
148            'name' => 'Preparation and Research',
149            'is_default' => true,
150            'weight' => 5,
151            'criteria' => [
152                [
153                    'name' => 'Company Knowledge',
154                    'weight' => 35,
155                    'description' => 'Assess the depth of understanding of the prospect’s company, industry, and market position.',
156                ],
157                [
158                    'name' => 'Prospect Knowledge',
159                    'weight' => 35,
160                    'description' => 'Evaluate the familiarity with the prospect’s role, background, and professional history.',
161                ],
162                [
163                    'name' => 'Objective Setting',
164                    'weight' => 30,
165                    'description' => 'Judge the clarity and relevance of the goals and objectives set for the call.',
166                ],
167            ],
168        ],
169        [
170            'name' => 'Building Rapport and Trust',
171            'is_default' => true,
172            'weight' => 15,
173            'criteria' => [
174                [
175                    'name' => 'Introduction',
176                    'weight' => 35,
177                    'description' => 'Rate the effectiveness of the warm and professional introduction in establishing credibility.',
178                ],
179                [
180                    'name' => 'Active Listening',
181                    'weight' => 35,
182                    'description' => 'Score the demonstration of genuine interest and attentive listening.',
183                ],
184                [
185                    'name' => 'Personal Connection',
186                    'weight' => 30,
187                    'description' => 'Evaluate the success in establishing a personal connection with the prospect.',
188                ],
189            ],
190        ],
191        [
192            'name' => 'Questioning and Probing',
193            'is_default' => true,
194            'weight' => 30,
195            'criteria' => [
196                [
197                    'name' => 'Open-Ended Questions',
198                    'weight' => 30,
199                    'description' => 'Assess the use of open-ended questions to encourage discussion.',
200                ],
201                [
202                    'name' => 'Probing for Needs',
203                    'weight' => 35,
204                    'description' => 'Evaluate the effectiveness in uncovering explicit and implicit needs.',
205                ],
206                [
207                    'name' => 'Clarification',
208                    'weight' => 35,
209                    'description' => 'Score the skill in seeking clarification and elaboration where needed.',
210                ],
211            ],
212        ],
213        [
214            'name' => 'Presenting Solutions',
215            'is_default' => true,
216            'weight' => 20,
217            'criteria' => [
218                [
219                    'name' => 'Solution Alignment',
220                    'weight' => 40,
221                    'description' => 'Assess how well the solutions presented align with the prospect’s needs.',
222                ],
223                [
224                    'name' => 'Value Proposition',
225                    'weight' => 30,
226                    'description' => 'Evaluate the clarity and persuasiveness of the value proposition.',
227                ],
228                [
229                    'name' => 'Customization',
230                    'weight' => 30,
231                    'description' => 'Rate the degree of customization of the solution to the specific context of the prospect.',
232                ],
233            ],
234        ],
235        [
236            'name' => 'Handling Objections',
237            'is_default' => true,
238            'weight' => 10,
239            'criteria' => [
240                [
241                    'name' => 'Anticipation',
242                    'weight' => 50,
243                    'description' => 'Score the preparation for potential objections specific to the discovery call.',
244                ],
245                [
246                    'name' => 'Response Quality',
247                    'weight' => 25,
248                    'description' => 'Evaluate the quality and effectiveness of responses to objections.',
249                ],
250                [
251                    'name' => 'Calm and Composed',
252                    'weight' => 25,
253                    'description' => 'Rate the ability to maintain composure and confidence while addressing objections.',
254                ],
255            ],
256        ],
257        [
258            'name' => 'Closing and Next Steps',
259            'is_default' => true,
260            'weight' => 15,
261            'criteria' => [
262                [
263                    'name' => 'Action Plan',
264                    'weight' => 50,
265                    'description' => 'Evaluate the clarity and feasibility of the defined next steps and action items.',
266                ],
267                [
268                    'name' => 'Commitment',
269                    'weight' => 50,
270                    'description' => 'Score the success in gaining commitment from the prospect for the next steps.',
271                ],
272            ],
273        ],
274        [
275            'name' => 'Overall Communication Skills',
276            'is_default' => true,
277            'weight' => 5,
278            'criteria' => [
279                [
280                    'name' => 'Clarity and Articulation',
281                    'weight' => 50,
282                    'description' => 'Rate the clarity and articulation of communication throughout the call.',
283                ],
284                [
285                    'name' => 'Professionalism',
286                    'weight' => 50,
287                    'description' => 'Score the maintenance of a professional demeanor during the conversation.',
288                ],
289            ],
290        ],
291    ];
292
293    protected $table = 'roleplay_skill_progression';
294
295    protected $fillable = [
296        'type',
297        'status',
298        'scorecard_config',
299    ];
300
301    protected static function newFactory()
302    {
303        return RolePlaySkillProgressionsFactory::new();
304    }
305}