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A 3-minute walkthrough of the full grading flow
Custom Playbooks
Build the versioned rubric every call is graded against
For Sales Reps
Record, review your grade, and improve between appointments
For Sales Managers
Team dashboard, rubric builder, and coaching workflow
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Connect your CRM, dialer, calendar, and the rest of your stack
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Every industry. One grading platform.
Default rubrics for your trade, or bring your own process. Up and running in 15 minutes.
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Build a starter coaching rubric for your industry in 30 seconds
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Custom Playbooks
Playbooks are versioned, customizable sales-process rubrics that define how AdaptClose grades a recorded call. Build one in minutes, from a default, a known framework, or your own training PDF.
Why playbooks
Every call is scored against the same named dimensions, not a reviewer’s mood that day.
Start from a balanced default, apply a known framework, or upload your own training PDF and let AI extract the dimensions.
Dimensions are written as coaching rubrics, so a low score tells a rep exactly what to fix.
Playbooks are versioned. Every recording stays anchored to the exact rubric that graded it, even after the playbook changes.
How you build one
Path 1
One click applies a starter and publishes it. Pick the balanced AdaptClose Standard, or a framework inspired by SPIN, MEDDIC, Challenger, or Sandler.
Fastest to livePath 2
Mix and match from a shared library of universal and trade-specific dimensions, then tune each weight to match how your team actually sells.
Most controlPath 3
Drop in a PDF or docx (up to 25 MB) of your existing playbook. Claude reads it and proposes 4 to 12 dimensions, each with a name, a coaching description, a cited page, and a confidence score. Review, weight, publish.
Your process, gradedOut of the box
Every account starts here: seven balanced, all-purpose dimensions spanning discovery through close. A safe starting point you can tailor later.
Each dimension carries a weight from 1 to 10 that sets how much it moves the overall grade. Reserve 9 and 10 for what matters most, here, asking for the business.
AdaptClose Standard
v1 · 7 dimensionsAsk about the homeowner's needs before pitching.
Cover product, warranty, and crew clearly.
Frame price against value before naming the number.
Surface and resolve real objections.
Give a concrete reason to act today.
Ask for the business directly.
Lock in a follow-up if no close.
Starter frameworks
Four framework starter playbooks inspired by the methods your team already knows. One click to apply, then tune from there.
Establish the facts (current setup, what they have now) without dwelling too long.
Surface dissatisfaction. Get them to name what isn't working.
Develop the cost of the problem. Make the pain bigger before pitching.
Get the buyer to say out loud what solving it is worth to them.
Restate and confirm before moving on. Let answers steer the next question.
Ask about the homeowner's needs before pitching.
Quantify the economic impact. Tie the solution to a number they care about.
Identify and reach whoever controls the budget.
Uncover how they'll judge the options, both technical and business.
Map the steps, approvals, and timeline to a signed yes.
Pin down the compelling reason to act now, not later.
Develop an internal advocate who sells when you're not in the room.
Confirm legal/procurement steps before they stall the close.
Know who else they're considering and why you win.
Bring a new insight that reframes how they see their problem.
Challenge the status quo. Show them the cost of doing nothing.
Connect the insight to their specific role, crew, or business.
Push back respectfully. Don't just agree; drive urgency.
Guide the process and talk money with confidence.
Land the insight on why you are the answer.
Open warm. Earn the right to ask hard questions.
Set the agenda and expected outcome of the visit before pitching.
Dig past the surface complaint with layered follow-ups.
Talk money openly and early. Confirm they can afford a yes.
Clarify who decides, how, and by when.
Let the prospect qualify themselves. Don't chase or push.
No rubric? Start here
Pick your industry and the Playbook Generator drafts a starter coaching rubric on the spot: named dimensions, coaching cues, and weights tuned to how your trade sells. Free, no signup.
Discovery
Ask about the homeowner’s needs before pitching.
Storm damage walk
Walk the perimeter. Photograph hits. Show the homeowner what the adjuster will see.
Objection handling
Surface and resolve real objections.
Close attempt
Ask for the business directly.
Versioning & provenance
Draft
Manual edits and AI-extracted candidates live in an autosaved draft. Discard it anytime to snap back to the published state.
Publish
Publishing freezes the current dimensions into a new immutable version and bumps the playbook’s current version.
Version history
Browse every past version and restore one as a new draft, a clean undo for a regretful publish.
Every recording stores the exact (playbook, version) it was graded against. Change the playbook later and the recording stays frozen on its original version.
The UI surfaces “Graded against Playbook v2” and flags an OLDER badge when the playbook has moved on, so you can always drill into the precise rubric snapshot that scored that call.
Playbook version history
For larger orgs
Every company gets an account playbook automatically at signup, seeded with the AdaptClose Standard. Owned by the account owner, always exactly one, never deleted.
When the owner enables per-team playbooks, a team manager can create their own. A team without one inherits the account playbook. Archive the override and it reverts, while recordings keep their original version attribution.
Start from a default, a framework, or your own PDF. Live in 15 minutes, no card, no setup fee.