Case Study: Playbook achieves 50% faster onboarding and coaching time savings with Clari

How Playbook Transformed Its Sales Training and Onboarding Process with Copilot

Playbook, a New Jersey–based platform (founded 2015) that automates operations for sports, camps, youth and fitness organizations, was scaling quickly and struggling to onboard many new sales reps. Training was time-consuming and feedback was often delivered out of context, making it difficult to train at scale and improve rep performance.

By adopting Wingman to record calls and enable real-time, contextual coaching, Playbook centralized feedback—sales leaders review calls, add notes, and reps share insights to the CRM and Slack. Onboarding time fell from four–five days to one–two days and coaching time was cut by about 50%, freeing leaders to focus on pipeline reviews, call coaching, and performance improvements.

Playbook

Sal Grasso

Director of Sports Partnerships