How to configure scorecard automation rules in Demodesk AI Coach

What and why

Scorecard automation rules tell Demodesk's AI Coach which scorecard to apply to each meeting — without anyone picking one manually. You define conditions (meeting context, meeting name, user, or user group), set a priority order, and AI Coach scores every call against the right framework.

The value of AI sales coaching depends on scoring the right conversation against the right criteria. A discovery call and a renewal call need different scorecards. A new AE and a senior closer might need different bars. Automation rules make that happen at scale.

Who this is for

Sales managers, RevOps, and enablement leads at teams with more than one sales motion, more than one persona, or more than a handful of reps — anyone who doesn't want to assign scorecards by hand.

Prerequisites

• Admin access to your Demodesk workspace
• At least one scorecard already created in Agents > Scorecards
• A clear idea of which meetings should be scored against which scorecard (e.g., discovery → MEDDIC scorecard, demo → custom demo scorecard)
• Optional: user groups defined in your workspace if you want to scope rules by team

Steps

1. Open the AI Coach automation settings — Navigate to Automations > AI Coach in the top navigation. This is the configuration hub where you decide when AI Coach runs and which scorecard it uses for each meeting type.
2. Create a new automation rule — Click Add rule. Each rule pairs a condition with a scorecard. Build as many rules as you need.
3. Define the rule condition— Choose what triggers the rule. Four condition types are available:
   • Meeting context— apply based on deal stage, opportunity type, or other CRM context
   • Meeting name— match keywords in the calendar event title (e.g., “Discovery”, “Demo”, “QBR”, “Weekly”)
   • User— apply only to specific reps
   • User group— apply to a whole team or segment (e.g., all SDRs, the DACH team, new hires)

   You can combine conditions inside a single rule.

4. Pick the scorecard to apply— Select the scorecard AI Coach should run when the condition matches. If you don't see the scorecard you need, create it first in Agents > Scorecards and come back to this step.
5. Order your rules from most specific to most general— This is where most teams go wrong on the first try. Rules are evaluated top-down, first match wins. Drag the most specific rule to the top, the most general to the bottom. For example:
   1. User: Sarah + Meeting name contains “Demo”→ “Enterprise Demo Scorecard”
   2. User group: AE Team + Meeting name contains “Demo”→ “Standard Demo Scorecard”
   3. Meeting name contains “Discovery”→ “MEDDIC Discovery Scorecard”
   4. Default fallback→ “General Sales Scorecard”

   Sarah's demo calls get the enterprise scorecard. Every other AE's demo gets the standard one. Anything called “Discovery” gets MEDDIC. Everything else falls through to the general scorecard.

6. Add a fallback rule (recommended)— Put a catch-all rule at the bottom with no specific condition, pointing to a general scorecard. Without a fallback, unmatched meetings get no scoring at all.
7. Save and test on a recent meeting— Save the rule set, then open a recent recording from Meetingsand check which scorecard AI Coach applied. If it picked the wrong one, the issue is almost always rule order — move the more specific rule higher.

Tips

• Match meeting names to your real calendar discipline.If your team writes “Weekly with [Customer]” for some calls and “Sure-Fix Call” for others, you need rules for both — or get your team to standardize naming first. This matters for mixed-motion teams running weeklies, project syncs, and occasional demos alongside each other.
• Five clear, narrow rules in priority order are easier to maintain than one rule with a tangle of conditions. Keep rules simple.
• Use user groups, not individual users, where possible.When a rep changes teams, you don't want to rewrite five rules.
• Review your rules quarterly.As your sales motion changes — new product, new segment, new methodology — revisit the rule order. Stale rules silently send the wrong scorecard to the wrong calls.
• For mixed sales and project management teams:Build separate scorecards for selling conversations and project operational calls, then use meeting-name rules (“Weekly”, “Sync”, “Status”) to route project calls to a lighter scorecard or skip scoring entirely.

Related skills and agents

• AI Coach— the agent that runs the scorecards
• AI Assistant— handles recording, transcription, and post-call summaries that AI Coach scores against
• Scorecards configuration — Agents > Scorecards in your workspace
• Marketplace skills for MEDDIC, BANT, Challenger, and Sandler scorecards: marketplace.demodesk.ai