Salesforce, Inc. (CRM) Earnings Call Transcript & Summary

Good morning, and welcome, everyone. Thanks for joining us this morning live from Sydney. Myself and Dan Roach are really excited to talk to you today around Agentforce for Sales Coach. Before we jump in, just a couple of quick messages, one from the heart and one from our lawyers. First off, I do want to acknowledge the traditional owners of the land on which we meet today, the Gadigal people of the Eora Nation. And I want to recognize their continuing connection to land, waters and culture. And I would also like to pay my respects to elders past, present and emerging. Next, one from our lawyers. So as a publicly listed company on the New York Stock Exchange, we do remind you to please make any purchasing decisions based on available technology today and not our future road map. And you'll be really pleased to know that this is available on our website if you'd like some light holiday reading. But with that, let's jump in. So today, you're joined by myself, a Solution Engineer here at Salesforce; and my colleague, Dan. We're really excited today to walk you through Agentforce Sales Coach. So we do have Q&A at the very end of today's session. So please do jump in throughout. There's a little question box up there on your screen. So throw some questions in there, and we'll come back to them at the end, and we'll answer any questions that you would like. And you'll also notice there's a couple of resources there, too, that we have provided for you, so you can start to actually get up to speed about the product as well. So first thing we wanted to walk through is Agentforce and how it relates to sales and most specifically how we can support sales leaders. Now for those less familiar with Sales Cloud, let me introduce you the Salesforce Fan. And this is all around Sales Cloud, and it's made up of key capabilities across the entire sales process. Now at the foundation of this Fan is key CRM capabilities that help you prospect, collaborate with your teams, forecast and most importantly, close more business. And AI is woven into every blade of the fan to really make your teams more productive or built on the Salesforce platform. And we're really at an inflection point with AI right now. So we're moving from a productivity revolution to a workforce revolution. Now when we look at Salesforce over the last 10 years, the AI that we built was really around helping individual sellers. So it all started with predictive intelligence. So this is where Einstein was really helping you predict deal outcomes, help you understand where your forecast might land and highlight which leads have the highest chance of progressing. So all of these predictions really helping sellers make smarter decisions. Now in the generative AI revolution. So we're taking this one step further, where generative AI is really helping reps automate many tasks like account research, generating e-mails on demand or summarizing records, AI really helping them work faster. And now it's also helping to assist sellers automate those sales tasks, providing them core support and even start to eliminate some of that data entry. Now what we're really moving toward is that workforce revolution. So it's no longer just about assisting those individual sellers, but instead about how we can augment your entire workforce, your entire sales team. So it's all about doing more with less whilst ensuring your sales team are being as efficient and as productive as possible. Now this is where autonomous agents come in. They really help to scale your sales teams like never before, doing tasks like helping your sales team answer questions at scale without having to look through multiple files or multiple locations, helping to book in meetings, really reducing that back and forth between clients. And most importantly, and what we're here to talk about today is an agent that's going to help your sales reps with on-demand coaching whenever they need it by conducting role plays and providing feedback, all with the ability to be grounded in your CRM data and processes. So the real crux of leveraging AI and agent technology is how humans and agents are able to drive success together. So it's all about how humans can harness agents to be more productive, help more customers and ultimately, drive more revenue. It's their own personal AI assistant in every step of the way. So this is where Sales Coach comes in. It's really that partner in helping to scale your sales team and drive that accelerated growth. So with Agentforce, we're really giving every sales rep a tool to excel. Think of it as your dedicated coach 24/7 to help guide, train and refine your sales team skills. But let's talk about why we created Sales Coach. Now we know that changes are only constant in today's sales landscape, from high rep turnover, onboarding new hires, introducing new products, changing pricing models and organizational goals, the list goes on. It's quite a lot for sales reps to actually get a handle on. Now -- and it's continuing to evolve as well. Now layering that on top of economic and dynamic market shifts and adapting to new technologies and audiences, it's really clear that this pace of change is super overwhelming and this constant flux is really taking its toll. 67% of sales reps this year do not expect to meet their sales quota. And even more so, 84% missed their target and quota last year. So sales reps really need better support in order to adapt, succeed and thrive in this fast pace environment. Now on top of that, we really know that coaching is critical to drive success for sales reps. Yet, it remains a pretty underutilized resources. Companies who prioritize coaching actually have 16.7% greater revenue returns, which obviously highlights how key and pivotal it is to actually invest in coaching your reps through the sales process. But it's a bit of a challenge when managers only have about 10% of their time spent in actually developing those teams. Now this gap is obviously to no fault of a sales managers gap but also the complexity and being able to balance those conflicting priorities. So this is where Sales Coach comes in to really bridge that gap by offering scalable coaching, personalized support for every rep to help them reach their full potential. So Sales Coach really helps you level up your coaching. So firstly, it's all around scaling coaching. So you're giving every rep the chance to practice their pitches, handle objections and negotiate more effectively, all through realistic world play simulations tailored at each deal. Now this allows reps to build more confidence and develop real-world skills without pulling -- putting active opportunities at risk. Now next, we have personalized objective feedback. Agentforce Sales Coach goes beyond providing just generic advice, it provides actionable feedback based on strengths, improvement areas and insights all grounded in your CRM data. The reps really get that clear, consistent direction to sharpen their skills and move those deals forward. And lastly, you're able to tie that together with real sales results. They're easily able to measure the ROI by analyzing win-loss rates across deals by comparing performance with and without coaching. So providing that data back story on how targeted coaching drives real business impact. This is all about scaling personalized coaching in a way that aligns to both individual growth and team results. It's all about turning good reps into great reps. So, with that, enough of me talking to slides, let's jump in and actually see Sales Coach in action. So we're going to see true demonstrations today, where Dan is going to take us through, firstly, how you can get set up fast with Sales Coach with our out-of-the-box templates and tried and tested functionality. And then the second demonstration we're actually going to go through what -- how you can actually make a couple of quick tweaks which based on information from your business perspective and which then changes the outcome of the response. So with that, I will pass over to Dan, and he will walk you through how to get set up box. Over to you, Dan.

My name is Dan Roach, and I am going to walk you through how we enable Agentforce Sales Coach in your org. To begin, let's turn over to the setup menu. And the first thing we need to do is check that Einstein is enabled. This may or may not already be enabled in your org. If so, feel free to skip this step. But if it's not, let's turn it on. And once we do, do a quick refresh. And what you notice is you should now have access to the agent's menu. Then we just make sure that the toggle for agents is on, and if you see your internal agent Copilot there, and we'll just click on that, open this up, and ensure that this is accurate. Perfect. Next, we're going to head over to your search and search for Agentforce Sales Coach. And here, we'll have all of the other settings that we're going to need to enable, an easy to follow visit guide, so that we can get you started with your Sales Coach. So let's begin by enabling Agentforce Sales Coach. One of the things that I would suggest you do sooner rather than later is enable Data Cloud as it can take a little while to set up if it hasn't been set up already. So from the cog where you typically go to your setup, you'll find data cloud setup, and you can come in here, go started and kick off this process. This is a prerequisite to enabling our coach. Once everything is enabled in order to get you started, the next step is to create a Sales Coach user. So let's follow these instructions. So if we head over to the user setup, I'm going to manually be creating user for our coach today, and we're going to put it here, Coach, Agent, Agentforce Coach. We're going to ensure that the user license is set as Einstein agent. And I believe we can -- and then for visibility of records, we will set this as the CEO. Perfect. Now we can head back to the Wizard screen that we were on. And the next thing we need to do is enable the appropriate permission sets. So we can click through on this link here. This is where we assign the permission sets for our coach user. And in this instance, we will select Agent Coach, and we will assign that permission to that user. Next, we want to grant your people, in this case, managers and sales users access to the Coach Agent as well. So let's go ahead and assign the permission set to the managers. In this case, I will assign it to myself. Similarly, we'll give the permission sets for your sales users to actually use the coach agent in practicing their pitches. Perfect. Now that we've got all of the appropriate permissions for your humans, both managers and sales reps to engage with the Sales Coach, the next step is to actually activate the Coach. And here, we can do that through the Agent Builder. What you'll notice is there will be a type of agent that we can enable here, which is called Agentforce Sales Coach. So let's select that one. And you can see here the different topics that have been added by default, in this case, opportunity coaching, negotiation and proposal role play. Next, we'll give this agent a great description, bearing in mind that these fields are used in the coach when grounding it as to its role, its function and its purpose, meaning that it's really important actually that you do a good job of accurately describing the intention of the coach here. In this example, let's describe this coach as being a Sales Coach agent that gives sales reps personalized sales coaching for the opportunity that they're working on. The role of this coach is you are a digital Sales Coach agent who give sales reps personalized sales coaching, the opportunity that they're working on. Then it's important to describe your company so that the coach is aware of you, your processes and what matters. In this case, we are representing Weelo. Weelo is a B2B provider of cutting-edge energy-efficient IT hardware and networking equipment designed to reduce energy consumption and support sustainability without compromising performance. This is going to be important as some of the coach's feedback will be grounded in this detail. Next, let's select that coach agent that we just created earlier, and tick the box to enrich event logs with the conversation data. This is where you can also set the language and tone that your coach uses. In this case, I'll leave it as default. And next, if your coach is going to be grounded in any sales playbooks or data, this is where you select the library that's going to house the information that we're going to use to ground your coach. In this case, we'll just create with that one. Perfect. So now we have a coach that is set up, and we can activate it, and that means that we can now put it to use. So we head back to our org, and we open up an opportunity for you. You notice that we still don't have coach available here. So what we need to do is come to our Page Builder, and this is where we're going to add the component. From here, we can drive the coach straight on to the page so that it's visible. And just like that, we're able to save. You can then come back to then page and refresh. And you'll see that now your Agentforce Sales Coach is available for your reps to begin visiting their pitch. Okay. Let's now do a quick role play with our Sales Coach agent. I'll be playing the role of a brand-new sales rep who's brand new to Weelo. Weelo is a provider of hardware, networking and IT-related hardware. Their value proposition differentiator is that their technology is better for the environment with carbon neutral options, et cetera. So that's sort of who I am, who I'm going to be working for. Let's do a practice pitch. Bearing in mind that I am a brand-new rep. Let's have a look.

I'm glad we were able to schedule this time today. Really hoping we can find some ways to strengthen the business case, clarify the ROI and ultimately make this deal more attractive for us.

Sure. I mean, like just tell me what you need to have that happen. I mean all I really care about is just getting my commission checks. So what can we do to speed this up?

I understand where you're coming from. To move forward, I need more clarity on how you're offering stacks up against competitors, especially in terms of pricing and contract flexibility? Can we discuss potential discounts, shorter contract terms and any additional services you can include to make this deal more appealing?

Yes. I mean like we're heaps better than the competitors. I can discount whatever you sort of need just to get this over the line. So can we just close this ASAP, please?

I appreciate your willingness to work.

All right. Well, that was less than impressive work from that sales rep. Let's have a look at what the feedback says. Okay. And here's our feedback. So let's have a look at the overall impression. Based on the transcript, the sales executive was not successful in obtaining clear answers from the customer on relevant negotiation questions. The focus was on personal commissions. "All I care about is just about getting my commission check" which detracted from the customers' needs and concerns. Some areas for improvement. The sales exec could have been more effective in providing specific information rather than generic assurances regarding the detailed comparison with competitors. And the personal Commission comment was unprofessional and should be avoided. We should be emphasizing the value of the product. Now that's actually quite decent out-of-the-box response there for the areas of improvement. I think where we can improve this is Weelo obviously being a company that focuses particularly on carbon footprint, maybe we want to improve this feedback for both the role play to have a bit more of that discussion around interest in the carbon footprint topic. So let's go ahead and do that. And then also in regards to the feedback, let's make sure that the feedback prompt that we're using here is really aware of that need within the business to address that specific topic. So let's have a look at how we do that.

How good is that? Thanks so much, Dan, for taking us through that little demonstration and showing us how that feedback is really tailored and relevant to what that sales rep is actually saying. So before we jump into the second demonstration, just wanted to quickly walk through the 5 key attributes that make up a sales agent. So first, we have our role. So every agent has that role or outcome that they are trying to achieve. So in the case of our sales agents and our sales coach, that's really nurturing pipeline and coaching reps across every stage of the sales funnel that you have inside your business. Now in the way that the agent does this is through those actions -- is with the data. So similar to humans using knowledge or making decisions based on all that information, agents will also leverage that data and information as well from your CRM to help your sales reps make those decisions. Now as they make these decisions, they're then acting on all of that information. So whether that's booking a meeting or doing that role play but then they're also not acting in a vacuum either. Agents act within those guardrails or rules that you clearly define and set for them. Now and lastly, those agents interact with your sales team on the channel of their choice inside of your CRM. So keep these 5 attributes in mind as Dan takes us through the next demonstration. The next little piece we'll touch on is what's the topics, instructions as well as those actions too. So topics, again, they're allowing us to group actions of an agent in a logical and functional way, helping the agent act more efficiently. And instructions are exactly as they sound. They're basically playing English instructions to guide that agent through on work to perform or which actions or topics to run. Now for Coach, these are those instructions that govern that role play. Now another way that agents receive those instructions is through written prompts associated with an action as well. So prompts are helping to articulate which data the agents are reviewing, additional context for the agent and any directions on how they should respond to that particular sales rep. Now within Sales Coach, we have 4 different prompts that have, say, specific instructions. Now let's take a look in our next demonstration about how -- we've obviously seen out-of-the-box setup, but now let's see how couple of those few small tweaks actually alter the outcome to make it more relevant to the sales rep.

What we're going to do is we're going to set up and open up the agent that we created earlier which is our Agentforce Sales Coach, and I'm just going to open this up here. So here's our agent. Okay. So this is the Agentforce Sales Coach agent that we created earlier. We'll dive straight into the topic that we were just exploring, which was the negotiation role play. This is where we control the instructions that the role-play agent is going to be using. So in that initial role-play situation that we were just doing there. Let's go into the classification description where we're talking about the types of topics that we're evaluating on. And you can see here, we're talking about the impact on competitive offerings, pricing, et cetera. Let's add here that we are interested in as well on reducing carbon footprint. That's a long way that we can very quickly and easily create some topics that are going to be discussed and raised within the evaluation role play, which can obviously then influence. All right. So this is our Agentforce Sales Coach. This is where we can start tweaking the topic for the actual role play that we were doing there in the negotiation. When we open this up, you'll see all of the different things that we use to scope out this style of engagement, in which case in this particular instance is around the negotiation. So I'm not going to define what every single one of these are. But in the classification description, as you can see here, this is where we describe to the agent the different types of topics that we are evaluating on as part of the role play. So at the moment, we've got their competitive offerings, pricing and contract terms. Now specific to your sales methodology, what's important to your business. This is where you can make some tweaks such that within the role play, the topics discussed are pertinent to what matters to you in your organization. For Weelo, that's around reducing carbon footprint. So let's add that. And that's going to mean that next time the role play happens, that topic is going to come up as part of the discussion. Next, what we want to do is make some tweaks to the actual prompt that sits behind the feedback, such that we look out for those carbon-neutral, carbon impactful conversation points. And this is what's going to influence the actual feedback that gets returned. So for us to do that, we're going to head over here to the actions as distinct from the topics where we were earlier. And you can see here one of the actions that we've got is around giving feedback on the negotiation review stage. So once we click into this action, you'll notice that the action actually is going to point out to a prompt by clicking on this little call out window button there, it's going to open up the prompt directly for us, which is super heavy. And you'll see here the instructions that live within the prompt that are going to define the feedback. So this is where you can start doing your own prompt engineering, creating what's important to your business in the role play in regards to what things to look out for. So in this particular example, where we want to add some changes is here when we start talking about the different negotiation questions. So things that are out of the box are here around confirming the decision makers, offering a discount, sufficiently interest objections, now let's add a couple of more given the use case that we know we're talking about. So I think we may need to save this as a new version. Okay. And here's where I can just quickly paste in another negotiation question, which is "have you confirmed that the customer understands how our products will help reduce their carbon footprint?" which then will influence the feedback that we get. Now that we've done all of that, let's go ahead and save, activate. We'll just pop back into the agent as well and just double check that we remember to activate this. I often forget that. So that's activated as well, which is awesome. Now this means that we can come over here. We'll do a refresh for a good measure. And let's rerun that negotiation as a slightly more experienced sales rep and hopefully, get some good feedback after we address all of the good negotiation tactics that we're looking out for. Let's do the role play again.

I'm glad we were able to schedule this time today. I'm really hoping we can find some ways to strengthen the business case, clarify the ROI and ultimately make this deal more attractive for us.

Absolutely. I would love to do that. What particularly matters to you in regards to the ROI? I know that our products are really beneficial when it comes to reducing carbon footprints. Would you like to hear about how Commonwealth Bank is saving 3 tonnes on their annual carbon footprint metric as well as saving the energy utility bill by up to 10% due to our low power usage, low voltage networking products?

That sounds interesting, but I'd like to see some hard statistics and specific examples. Can you provide detailed numbers or case studies on how your products have reduced carbon footprint for other companies? Also, how do these savings translate into actual cost reductions for us?

Absolutely. So you definitely save on your energy bill as Commonwealth has by up to 10%. We can also send some details through via e-mail as to our other customers, our Woolworths and Westpac. This is going to mean significant savings for you, not only from a carbon footprint perspective but also savings for you on energies and utilities perspective. Now given our value on this partnership, we'd love to offer you a 5% discount if we can get this closed off by this month.

I appreciate the offer, but a 5% discount isn't quite enough to justify closing this month. Can we discuss a 10% discount instead? Additionally, I'd like to see those detailed case studies before making any decisions.

Absolutely. That's perfectly understandable. What I'll do is I'll e-mail through all of the case studies that we've discussed. And if we would -- if you would like a 10% discount, we can absolutely make that happen as long as you commit to a 2-year term, then that's absolutely fine.

A 2-year term is a bit longer than we were considering.

Okay. You can tell my job isn't actually as a sales rep, but I think, again, had a good crack -- the role play there was a little bit full on for me, to be honest. Let's have a look at my feedback. Okay. So here's my feedback. Overall impression, I was partially successful in addressing the customer's question. That provided some insights into the ROI and offered a discount, but I did not address fully the customer's detailed statistics and specific examples. Well, I guess since Weelo is made up, I don't really know. But you can see how this is trying to be quite genuine in its request for specifics. So as long as that's included there in the prompt, I believe it's going to be quite specific around getting that if it wasn't provided. So again, this is all about engineering the prompt to ensure that your business outcomes are being met. What are our strengths? So we effectively highlighted the environmental benefits. So you can see that the tweaks to the prompt and to the agent have rippled through here to the feedback. Areas for improvement. We could have been more effective in providing immediate detailed case study and hard statistics. Thanks. Next steps, perfect. So off the back of that, we've got some next steps that we can include so in the e-mail. I think that's actually a fairly fair assessment, as you can tell, not only am I not a real sales person, I'm also working for a fictitious company and making up case studies as I go along. But hopefully, that's been a useful demonstration for you in seeing the Coach providing some interesting opportunities for improvement negotiation tactics. As you can probably tell, I may need to keep working on my pitch. But thanks for your time. Appreciate it.

Thank you, Dan. I don't feel like you're as bad of a sales rep as you're making it up to be. But It was pretty great to see the marked improvements in your pitch from demonstration one to the next one. But it was also really awesome to say how the Sales Coach was actually able to provide feedback based on the updates and tweaks those prompts. So just to quickly wrap up what we've seen today. So we've really been able to see how Sales Coach provides your reps with on-demand coaching whenever they need it and how to set up Sales Coach in a couple of clicks, leveraging the out-of-box templates Salesforce does provide. But then most importantly, how you're able to quickly customize these prompts to ensure that they're grounded in your CRM data and your processes to provide the best outcomes for your sellers. Before we jump into Q&A, thanks to the questions that have come through team, keep them coming. Dan and I will be on hand to answer them. But before we jump into Q&A, there's a couple of quick things. How you can get set up? So getting set up with Agentforce Sales Coach is pretty easy. So first, what -- first thing you get available is you actually get 1,000 conversations included when you actually start to set up. Now these conversations can be leveraged across not just Sales Coach but also our other Agentforce capabilities as well. Part of this package too includes 200,000 Einstein requests. Now this is just powering the generative AI Agentforce. And lastly, you get access to the Agentforce platform, which allows you to access that building functionality as well as prompt builder itself. So to get set up is pretty straightforward, you can either reach out to your account executive, and they can help you and guide you through getting all the right products to turn this capability on in your environment or you can actually jump into your accounts inside of Salesforce and then start to add these products in to activate its inside your environment. So a couple of ways there, you can get up and running nice and quickly. Now the last thing I wanted to leave you is we actually have a learning day. So for those of you who are based in Sydney, we do have a hands-on workshop coming up on the 17th of January. Please feel free to scan the QR code if you wanted to register. If you don't have time to scan a QR code, don't stress, we will provide follow-up resources after today's session, so we will provide that link as well. But this will essentially guide you through how you can get set up with Sales Coach in your environment. So you can actually make a couple of those tweaks, ask any questions you like, and there'll be couple of amazing solution engineers on hand to help get you up and running. But thank you so much for joining us this morning. It's been really great to walk you through Sales Coach and how you can get up and running nice and quickly. Before we leave you for today, we'll dive into some Q&A. So with that, let's jump in. We've had a couple of awesome questions come through here. Dan, do you want to take the first one?

Sure. Yes. I see that there's a question here saying, will Sales Coach have specific deal intelligence coaching capabilities? I'm not 100% sure what you mean by deal intelligence coaching capabilities, but I can sort of try and assume. So I think you're talking about maybe leveraging things like deal insights from Einstein such as probability to close or other factors about the deal, right, like in that feedback. So the answer would be that essentially in prompt that you use for the feedback, we could basically have some of that knowledge to then instruct the agent. So if you think about what I showed in the demonstration where we were editing the prompt, those fields that live in Salesforce could be pulled in to there and you could, I guess, tweak the prompt as needed for that. So that would be my thoughts on that.

I can take the next one. So we've had a question here, is Sales Coach available on any objects other than the opportunity? Great question. So at launch, it will only be available just on the opportunity objects, but we do have road map, it's on our road map to include it on other objects as well. So you can really start to tailor it depending on the types of objects that you're using inside of your Salesforce environment. So not just yet, but watch this space, it is on our road map.

The question is, does the agent consider the current stage of the opportunity when providing pitch feedback? Does this differ in its response? So you may have noticed during the demonstration when we started the coaching session, we got a little pop up and it had a couple of different role-play options. So those are sort of tied to the stage of the opportunity, right? So in the example that we showed there, it was quite -- it was later on in the opportunity. So it was it like a negotiation role play. But essentially, each topic, which we have within the Agent Builder corresponds to a stage and the opportunity. So if it's quite an early-stage opportunity, maybe it's a pitch type role play, whereas the one that you saw with negotiations. So yes, definitely a really great question. We can certainly have different types of role plays, depending on the opportunity stage.

Nice one. All right. So is Salesforce Foundation is a prerequisite to access Agentforce? Yes, so Foundation is a prerequisite to access Agentforce. So as just mentioned on those previous slides, it is really easy to get up and running and turn this functionality on. So you can either do that by -- and within your My Accounts, or have a chat with your AE, and they'll be able to get you set up on Foundations and Agentforce.

The question is, is there a way to track the progress of the agents with the Sales Coach? Is it possible to see what they can improve on? So this is actually a really interesting question. Essentially, we are not logging at least in the initial release the feedback. So the feedback is provided to your rep. The reason for that is they can sort of feel comfortable that they can do it in a safe and trusted environment and they don't kind of feel like they've got that big brother eye on them and they don't necessarily feel judged or watched. So it's really a training tool, so that they can improve. And I suppose as part of your internal process, if you wanted, I guess, to have those people copy paste that feedback and share it, that might be something that you could do yourself.

How is Sales Coach priced? Great question. So pricing, we recommend reaching out to your account executive in order to understand exactly what some of that pricing model looks like. So we do provide those 1,000 conversations, free to kind of get your up running and get started, yes, chat to your account executive and they'll be able to define what that looks like. Thank you. All right. Okay. Perfect. I'll get this one. What is the typical rollout approach that you recommend? Is this best done by a targeted pilot rollout? So it really depends on how you'd like to bring the technology and functionality to your sales reps. So you might actually have a couple of sales reps that you wanted to actually get on up and running on the particular -- like leveraging Sales Coach. So you can absolutely start to choose which sales reps you are actually making that functionality available for, so they can kind of test and make sure that it's actually working the way that you intend as well, and they're seeing the value from it. So yes, absolutely, you can start to actually target the rollout based on your specific business needs and your sales reps.

So we got a question that says, "Can we coach the agent on our Einstein conversation recordings?" Now this is an interesting question. So the point of the pitch in which you saw there is that it's happening live and you're having that sort of back and forth conversations, where potentially you could tie this into some of your Einstein conversation recordings, if as part of your review of, let's say, for example, you had some quite successful reps and you had some conversations within your Einstein conversation insights there, that might inform your prompt in that, what you could do is you could say, an example of a good response for an objection looks like this. And then you could, I guess, tie in some of that insight from how your best reps are performing, which you're getting from Einstein conversation insights, essentially feed that into the prompt to then give your coach, I guess, knowledge as to the best way to handle certain topics, questions, objections. That would be a really good way to do that.

Does the Sales Coach provide feedback in Language other than English? So at launch, the user experience will be available in English-only. We did launch yesterday. So as we sort of continue to innovate the product, we do plan to support other languages as well in future releases. So watch this space. and we'll make sure everyone is aware of those languages as we launch them. Perfect. All right. That wraps up Q&A. So thank you, again, everyone, for jumping on this morning. I know it's a bit of a last rush and the last week before Christmas is always a fun one. So I really do appreciate the time that you've taken this morning. So off the back of today's session, we will share an e-mail that will include some resources for you, so you can start to have a play around and start to see what's included. I will provide that link to the hands-on workshop as well. So if you can make it in January, come and say, hi, and we can show you and how to actually get set up with Sales Coach and we'll also send you through a recording of the webinar as well. So you can follow along with Dan and use Dan to help you get set up with Sales Coach. So thanks so much, team. Have a very happy holidays and enjoy the rest of your day and last week and last weeks of work hopefully. Bye, everyone.