Glossary

#Account

Your organisation on the platform. Carries the seat limit, the knowledge base, and all configured personas, products, scorecards and roleplays. Sometimes called the company.

#Coach

An AI coach built from a methodology, a memory of your deals, your organisation's knowledge, and a voice you can talk to. Your coach has a name and a face in your workspace. Accounts often run more than one, typically a rep coach and a manager coach.

#Coach button

A control above the composer. Does exactly one of three things: opens a screen, runs a skill, or drops a prompt template into the composer. Configured per account, per coach and per role. See Coach buttons.

#Composer

The message box on the coach home.

#Drift

See sentiment drift.

#Feedback instruction

Part of a scorecard item. What the rep is told when they land at a given level, written in your organisation's coaching voice. See Building scorecards.

#Item

One capability assessed by a scorecard, with a level description for each grade.

#Knowledge base

What the coach knows about your business: products, buyers, competitors, standards, methodology material. Scoped to the company, a team or a tag. Maintained by an administrator, shared, and distinct from a rep's private conversation history. See What your coach knows.

#Level

Under a scorecard item, what a given grade looks like as observable behaviour.

#Manager coach

A coach built to reason about a team rather than an opportunity. Draws on roleplay and call transcripts, scorecard results and engagement, plus coaching conversations as summary and observations rather than as transcripts. See The manager coach.

#Memory

What a coach carries between your conversations: accounts discussed, what buyers said, what you committed to do. Scoped to the individual user and carried across the coaches they use. Reaches a manager as observations rather than as a record. See What your coach remembers.

#Nine-box

The planning grid used to decide what a deployment is for, before anything is configured. Three columns, rep plays, manager plays and foundation, three cells each. See Planning a deployment.

#Persona

The buyer in a roleplay. Configured from a role, a personality, what they respond well and badly to, and how much they know about your category. Can carry an avatar so they appear on camera. See Personas.

#Product

An optional object bound into a roleplay so the buyer's objections concern your actual offer. Prepared asynchronously after creation.

#Role

One of admin, manager, user. A user holds a list of them, and team membership carries its own. Not the same as a seat. See Users, teams and roles.

#Roleplay

A live spoken practice conversation against a persona, graded against a scorecard. Binds a persona and a scorecard, optionally a product, plus the scenario. See How roleplay works.

#Scorecard

The standard a conversation is graded against, built from your organisation's methodology. Made of items, levels and feedback instructions. See Scorecards.

#Seat

One named human. Accounts carry a seat limit; zero means unlimited. Seats are not shared.

#Sentiment drift

Which way a roleplay buyer's attitude moves during the conversation, and what moves it. The main lever for realism, and the reason there is no difficulty setting. See Building roleplays.

#Skill

A repeatable job built into a coach so the output holds one standard. Runs in a single pass rather than as an interview. See Skills.

#Tag

A label used to scope knowledge or configuration to a set of users who are not a team.

#Team

A group of users. Determines manager visibility, knowledge scoping and roleplay deployment. Membership carries its own role.