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A playbook is your call framework: the stages of a good call and what a rep should cover in each. On a call, the copilot checks items off as they are covered. Afterward, the call is scored against it. Admins create and edit playbooks; reps run them read-only, so the framework stays consistent across the team.

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Structure

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Create one

1

Start from a framework

In Playbooks, create a new playbook. Built-in frameworks like MEDDPICC, BANT, and SPICED give you a working structure to adapt, or start blank. The AI editor can reshape any of them from a plain-language description.
2

Name stages and items

Keep it to four to six stages that mirror how a good call flows. Writing good playbooks covers what makes items coachable.
3

Add coverage criteria

For each item you want tracked precisely, describe what counts as covered. The live tracking is only as accurate as these.
4

Set the default

Mark your standard playbook as default and it runs on every call with nothing for reps to pick. A rep can still switch playbooks for a single call without affecting the team default.
If no default is set, calls do not track a playbook until someone selects one. Admins see a reminder on the Playbooks page.