Understanding the AI-generated insights, summaries, and recommendations from your calls

AI Analysis

After every recorded call, Aura's AI analyzes the conversation to provide actionable insights. Get summaries, scores, key moments, and coaching recommendations—all automatically generated.

What AI Analysis Provides

┌─────────────────────────────────────────────────────────────────────────────┐
│                           AI ANALYSIS OVERVIEW                               │
├─────────────────────────────────────────────────────────────────────────────┤
│                                                                              │
│  ┌────────────────────────────────────────────────────────────────────────┐ │
│  │  CALL SUMMARY                                                          │ │
│  │  30-minute discovery call. Discussed their current pain points with    │ │
│  │  existing CRM. Strong interest in automation features. Budget          │ │
│  │  confirmed. Decision timeline: Q2. Next step: Product demo.            │ │
│  └────────────────────────────────────────────────────────────────────────┘ │
│                                                                              │
│  ┌──────────────────┐  ┌──────────────────┐  ┌──────────────────┐          │
│  │   OVERALL SCORE  │  │   KEY MOMENTS    │  │   OBJECTIONS     │          │
│  │                  │  │                  │  │                  │          │
│  │      78/100      │  │    5 identified  │  │   2 handled      │          │
│  │    ████████░░    │  │                  │  │                  │          │
│  └──────────────────┘  └──────────────────┘  └──────────────────┘          │
│                                                                              │
│  ┌────────────────────────────────────────────────────────────────────────┐ │
│  │  APEX FRAMEWORK SCORES                                                 │ │
│  │  Rapport: 85  Discovery: 78  Qualification: 72  Presentation: 80     │ │
│  │  Objection Handling: 75  Close: 65  Next Steps: 88                    │ │
│  └────────────────────────────────────────────────────────────────────────┘ │
│                                                                              │
└─────────────────────────────────────────────────────────────────────────────┘

Analysis Components

Call Summary

AI-generated overview of the call:

What it includes:

Call duration and type
Main topics discussed
Key decisions made
Prospect's situation
Agreed next steps

Example:

"32-minute discovery call with Jane from TechCorp. Discussed their challenges with current project management tool—specifically around team collaboration and reporting. Jane confirmed budget authority and a Q1 timeline. Main concern is migration complexity. Agreed to schedule a demo with their team lead next week."

Overall Score

Single number representing call quality:

Score Range	Rating	Meaning
80-100	Excellent	Strong performance across all areas
70-79	Good	Solid performance with minor gaps
50-69	Needs Work	Notable improvement areas
0-49	Poor	Significant coaching needed

7-Stage Framework Scores

Detailed scoring across 7 sales stages. See 7-Stage Framework for full details.

Key Moments

Significant timestamps identified:

Moment Type	Example
Pain point mentioned	"Our biggest issue is..." [5:23]
Budget discussed	"We have $50k allocated" [12:45]
Objection raised	"My concern is..." [18:30]
Commitment made	"Let's schedule a demo" [28:15]
Competitor mentioned	"We're also looking at X" [21:00]

Objections Identified

Concerns raised during the call:

What the objection was
When it occurred
How it was handled (if at all)
Category/type

Coaching Recommendations

Specific improvement suggestions:

Example recommendations:

"Spend more time on discovery before presenting solutions"
"Address the pricing concern earlier with value framing"
"Secure a specific next step date, not just 'next week'"

Viewing Analysis

Call Detail View

Access full analysis:

Go to Calls
Click on a completed call
Scroll to AI Analysis section

Analysis Tabs

Tab	Content
Summary	Call overview and key points
Scores	7-stage framework breakdown
Moments	Timeline of key events
Objections	Concerns and handling
Coaching	Improvement suggestions

Jump to Moments

Click any key moment to:

Jump to that timestamp in recording
See surrounding transcript
View in context

Understanding Scores

How Scores Are Calculated

AI evaluates against best practices:

Transcript analysis: What was said
Pattern matching: Sales methodology alignment
Outcome indicators: Buying signals, objections, commitments
Behavioral cues: Questions asked, listening ratio

Score Factors

Each Apex stage considers multiple factors:

Example: Discovery Score (78/100)

Open-ended questions asked: ✓
Pain points uncovered: ✓
Current situation explored: ✓
Impact of problem discussed: Partial
Stakeholders identified: ✗

Improving Scores

Focus on:

Methodology adherence
Complete coverage of each stage
Active listening indicators
Clear next steps

Analysis Timing

When Analysis Runs

Analysis begins after:

Call ends
Recording uploaded
Transcript generated

Processing Time

Step	Duration
Recording upload	1-5 min
Transcription	2-10 min
AI Analysis	2-5 min
Total	5-15 min

Notifications

Get notified when analysis is ready:

In-app notification
Email (if enabled)
Zapier trigger: AI Review Complete

Using Insights

For Self-Coaching

After each call:

Review your scores
Watch flagged moments
Read coaching suggestions
Apply to next call

For Team Coaching

Managers can:

Review team members' calls
Identify patterns
Use specific examples
Track improvement over time

For Deal Strategy

Use insights for:

Understanding prospect concerns
Planning follow-up approach
Preparing proposals
Coaching through deals

Accuracy Considerations

What AI Does Well

Identifying topics discussed
Recognizing objections
Spotting buying signals
Evaluating question quality

Limitations

Context from before the call
Industry-specific nuance
Relationship history
Non-verbal communication

Human Review

AI analysis is a starting point:

Review flagged items
Add your own context
Override when appropriate
Provide feedback

Analysis in Reports

Individual Metrics

Track your own trends:

Score trends over time
Common improvement areas
Winning patterns

Team Analytics

Compare across team:

Average scores by rep
Team-wide improvement areas
Top performer patterns

In Analytics Dashboard

Find AI insights in:

Performance tab: Rep scores
AI Insights tab: Score trends
Objections tab: Objection patterns

API Access

Get Analysis Data

query GetCallAnalysis($id: ID!) {
  call(id: $id) {
    analysis {
      overallScore
      summary
      apexScores {
        stage
        score
        feedback
      }
      keyMoments {
        timestamp
        type
        description
      }
      objections {
        text
        timestamp
        handled
        category
      }
      coaching
    }
  }
}