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| 1 | <?php |
| 2 | |
| 3 | namespace App\Http\Models; |
| 4 | |
| 5 | use database\factories\http\models\RolePlaySkillProgressionsFactory; |
| 6 | use Illuminate\Database\Eloquent\Factories\HasFactory; |
| 7 | |
| 8 | class RolePlaySkillProgressions extends Moloquent |
| 9 | { |
| 10 | use HasFactory; |
| 11 | |
| 12 | 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 | 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 | } |