Playbook Adherence Agent
Measure whether reps follow the documented playbook on calls, then track adherence by call, rep, and team over time.
- Trigger: weekly, across every rep
- AI steps: check which playbook steps were carried out, then score adherence
- Output: a weekly scorecard stored and posted to managers and enablement
Agent breakdown
A blueprint to adapt, not a fixed recipe. Set the trigger, thresholds, and methodology that fit your team, and each step builds on the last, using the conversation and CRM context you already capture.
Run weekly across every rep
Each week, the agent runs across every rep. The weekly schedule catches deviations early and keeps the time between a call and any feedback short.
- Schedule: Weekly
- Scope: Every rep
Pull every call from the week
Next, the agent pulls every call from the week, including short calls. Those shorter conversations are often where a playbook step gets skipped, so leaving them out would give enablement an incomplete view.
- Include: Every call from the week
- Include: Short calls
Check which playbook steps were followed
For every call, the agent checks the conversation against the documented playbook. It marks each playbook step as carried out or skipped, creating a consistent call-level view for the scoring step that follows.
You are checking this week’s calls against the documented playbook.
Input: every call from the week, including short calls, and the documented playbook steps.
For each call:
- Check every documented playbook step.
- Mark whether the rep carried out or skipped each step.
- Keep the result tied to the individual call and rep.
Return one result per call listing every playbook step and its status: carried out or skipped.
Score adherence by call, rep, and team
Using those results, the agent assigns an adherence score to each call and rolls the scores up by rep and team. It also names the playbook steps skipped most often, so managers and enablement can see whether a pattern belongs to one call, one rep, or the wider team.
You are scoring playbook adherence using the call-level results from the previous step.
Input: each call, its rep and team, and the carried out or skipped status for every documented playbook step.
- Assign one adherence score to each call.
- Roll the call results up into one weekly score per rep.
- Group the results by team and provide one score per team.
- Name the playbook steps skipped most often.
Return a weekly scorecard grouped by team, showing each team score, each rep score, each call score, and the playbook steps most often skipped.
Store the weekly scorecard
Once scoring is complete, the agent creates a weekly scorecard record. Keeping each week’s results gives enablement a way to track how adherence changes by rep and team over time.
- Create: A weekly playbook scorecard
- Store: Call, rep, and team scores, plus the steps most often skipped
Post the scorecard to managers and enablement
Finally, the agent posts the weekly scorecard in Slack to managers and enablement. They own the playbook and can use the skipped-step patterns to see where feedback is needed or where a low score points to the playbook itself.
- Recipients: Managers and enablement
- Send: The weekly scorecard in Slack
A weekly playbook scorecard stored as a record and posted in Slack to managers and enablement
See which playbook steps reps followed on each call, how adherence scores roll up by rep and team, and which steps are skipped most often. Each weekly scorecard is stored for tracking over time and posted in Slack to the people who own the playbook.
- For enablement: Track adherence over time and identify playbook steps that teams repeatedly skip.
- For managers: See call-level and rep-level scores while the week’s conversations are still recent.
AI Agents that pair well
Same data, different jobs. Run them together for a fuller picture.
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