For managers
Walk into every 1:1 with a playbook built specifically for this rep, this week.
Most managers spend the first ten minutes of every 1:1 catching up on what's actually happening with the rep's pipeline. With Opsight, that part's done before the meeting starts. You walk in with the situation, the gap, and a starting point for the coaching conversation.
Deals that moved. NOVA-6 scores that shifted. New stakeholders that surfaced. Notes the rep dropped in Coach's Office Hours that you should know about. The rep's energy from their last Weekly Review.
Not every gap. The ones that matter most this week. Maybe their AcmeCo deal needs a champion test. Maybe they're skipping discovery on three deals at the same time. Maybe they crushed an objection that's worth recognizing.
This is the part most coaching tools skip. The same coaching point lands differently if your rep is direct vs. measured, data-led vs. relationship-led. The playbook tells you the angle to take based on their Sales DNA and yours.
Questions designed to surface what the playbook surfaces — without you having to put the rep on the defensive. "Walk me through your read on AcmeCo" lands better than "Why is AcmeCo slipping?" — and gets you the same information.
Sometimes a rep walks in with something the playbook didn't anticipate — a personal issue, a moment of frustration, big news on a deal you didn't know about. Follow the rep, not the playbook. The point of the playbook is to make sure you're prepared when there isn't something more important — not to override what's actually happening.
Drop a quick note in your post-1:1 reflection so next week's playbook accounts for the conversation you actually had.
The playbook learns from what worked. The coaching the rep ran with, the questions that landed, the moves they tried. Six weeks in, the playbook isn't a generic framework — it's the specific conversation that's been working between you two, tuned and tuned again.