Build a plan
Attach your playbook, describe the training, review what the builder compiles.
Plans are built in a chat: you attach documents and describe the outcome you want, and the builder compiles stages, buyers and pass rules that you review before anything is created.
Attach your playbook
Training → Attach documents in the plan builder. Everything that defines how your team is supposed to sell:
- the sales playbook and call frameworks
- pricing and packaging
- competitive one-pagers and battlecards
- product documentation for the parts reps get wrong
The plan is only as specific as what it reads. A plan built with no documents produces a generic buyer.
If several plans need the same material, put it in a document store instead of attaching it per plan.
Describe the training
Say who it's for and what they should be able to do at the end:
A discovery-mastery plan for reps selling to enablement leaders at companies over
500 employees who are dealing with high rep churn and competitive pressure.
Five stages escalating from a receptive buyer to a hostile one. Cover opening,
needs analysis, pain quantification, objection handling, and securing the next step.
Score every stage on our discovery scorecard, 70 to pass.The two details people forget: who the buyer is and what "passing" means. Everything else the builder can propose sensibly.
Review what it compiles
The builder proposes stages, the buyer for each, the scorecard, and the pass rules. Read it as a curriculum, and check three things:
- Does stage 1 actually start easy? If the first buyer is difficult, reps stall at the front door.
- Does the difficulty really escalate? Two stages with the same buyer disposition is one stage.
- Is the pass bar reachable? A bar nobody clears reads as a broken tool rather than a high standard.
Save and activate
Save the plan; it appears in the Training list with its stage and step count. Active plans are visible to reps in their Training tab.
Assign it, then leave it alone for a week
Assign the reps and let real data arrive before you tune anything. Then use Performance to see where people are actually stalling — which is usually not where you predicted.
Editing a live plan
You can edit an active plan, but be careful with the pass bar: raising it retroactively can un-pass people who already cleared a stage, which is a bad experience for a rep who did the work. Prefer adding a new stage to reweighting an old one.
A worked example
Demo Mastery. A 3-stage roleplay curriculum that helps a rep master demos: from opening with discovery and value framing, through tailored platform walkthroughs, to handling objections and converting demos into PoC commitments. Each stage escalates buyer difficulty from friendly to hostile. 3 stages, 9 steps.
Note the shape: a named outcome, an explicit arc, and difficulty escalation stated as a property of the plan rather than left to chance.