Overview

Coach Pilot's effectiveness is built on aligning its AI coaching with the sales methodology your organisation follows. The Sales Methodology & Playbooks configuration allows Company Admins to select the active framework, assign playbooks to teams, and control the visibility of AI skills and objectives across the organisation.

Selecting Your Sales Methodology

Coach Pilot supports a wide range of industry-standard sales methodologies:

• MEDDIC

• MEDDPICC

• BANT

• SPICED

• Challenger

• SPIN Selling

• Gap Selling

• Sandler

• Solution Selling

• Custom — Define your own methodology tailored to your organisation's unique sales process.

Only one methodology can be active at a time. When you change the active methodology, the update takes effect immediately across the entire organisation. This affects the Playbook Tracker during live calls, post-call scorecard categories, and AI coaching prompts.

Playbook Assignment

Playbooks are the reference documents that guide Coach Pilot's AI coaching. Company Admins can manage playbook assignments at three levels:

• Organisation-Wide — Assign a playbook to the entire company. Every user will have access to it as their coaching reference.

• Team-Level — Assign specific playbooks to particular teams. Useful when different teams follow different sales processes or target different markets.

• Individual Seller — Assign a playbook to a specific seller. Ideal for specialised roles or when a team member needs a different coaching framework.

You can view all playbooks in the configuration panel, see their current assignments, and remove assignments at any time. Sellers can also override the default playbook for individual calls during the pre-call brief stage.

Skills & Objectives Visibility

Coach Pilot organises AI tasks into 6 skill categories: Write, Build, Research, Strategize, Respond, and Lead. Each category contains multiple specific objectives that the AI can execute.

By default, all skills and objectives are enabled for every user. Company Admins can selectively disable specific skill categories or individual objectives to tailor the AI toolkit to their organisation's needs. This is a restriction-based model — you restrict access rather than granting it.

Use Cases for Restricting Visibility

• Disable objectives that aren't relevant to your industry or sales motion

• Restrict advanced features for newer team members during their ramp-up period

• Focus the AI toolkit on the skills that matter most for your current sales strategy

How Methodology Affects the Platform

Your selected methodology influences multiple areas of Coach Pilot:

• Live Coaching Sidebar — The Playbook Tracker uses the active methodology's fields as the checklist during calls.

• Post-Call Scorecard — Scoring categories include methodology-specific criteria alongside universal metrics.

• Pre-Call Brief — The default playbook is pre-selected based on your organisation's active methodology.

• AI Coaching Conversations — The AI references your methodology and assigned playbooks when providing advice and generating outputs.