Onboarding stalls when knowledge lives in PDFs and seasoned sellers’ heads. New reps need the right words in the moment, not a static script after the call. The solution is a Living Playbook that learns from your best calls and delivers real-time phrase suggestions inside conversations.
Key takeaways
- B2B buying is nonlinear and organized around jobs buyers complete, not tidy stages. Enablement must support those jobs as they loop. Gartner on buyer enablement
- Buyers use many channels across the journey and expect consistency across each touchpoint. Your guidance must travel with them. McKinsey on omnichannel B2B sales
- Real-time AI assistance has improved productivity in adjacent domains, with about 15% gains for support agents receiving in-flow suggestions. Quarterly Journal of Economics
- Under pressure, people fall into decision traps. Short, proven phrasing helps new reps avoid these pitfalls in the moment. Harvard Business Review
Table of contents
- Why onboarding takes too long
- What real-time onboarding looks like
- A 30-day rollout plan
- Metrics that predict success
- How Nomi fits
- FAQ
- References
Why onboarding takes too long
Most onboarding programs overload new reps with content but offer little help during calls. When the first real objection appears, they hesitate or default to generic language. Decision science shows that under stress people rely on mental shortcuts that do not fit complex situations. New reps need in-call help when it matters most. Read HBR
What real-time onboarding looks like
A Living Playbook is a system, not a document.
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Auto-build from real calls
Capture the phrasing, questions, and sequencing used by your top performers. Convert these into reusable, tagged cards aligned to moments like pricing, ROI, risk, and competitor mentions. -
Deliver guidance inside the conversation
When a trigger appears, the best phrase and next question surface in the call. No tab switching. No hunting through a wiki. -
Improve through feedback
Track show rate, accept rate, and downstream impact on next steps. Retire weak cards and strengthen winners each week.
This approach mirrors how buying actually happens and keeps new reps consistent across channels. See Gartner on buyer jobs and McKinsey on omnichannel behavior. Gartner | McKinsey
A 30-day rollout plan
Week 1: Map high-leverage moments
Choose 5 to 7 moments that decide deals in your motion: price, ROI, status quo, security, legal, and one or two named competitors. Pull 20 to 30 clips from won calls per moment and tag phrasing and sequencing.
Week 2: Build and pilot
Turn patterns into two or three in-call suggestion cards per moment. Launch with a champion squad of 4 to 6 reps. Track show rate, accept rate, and time to handle objections.
Weeks 3 and 4: Iterate and scale
Remove low performers, add variants by persona or industry, and A/B test discovery prompts. Expand to the full team once leading indicators improve.
Metrics that predict success
- Leading indicators: suggestion show rate, accept rate, time to respond to key objections, coverage of critical moments, message consistency by persona.
- Lagging indicators: stage conversion, win rate, cycle time, average deal size, no-decision rate.
Field evidence from customer support suggests in-flow AI can speed up responses and standardize quality for newer team members. That mechanism also benefits new sales reps during ramp. Read the QJE paper
How Nomi fits
Nomi is a real-time AI copilot for live sales calls. It listens to your conversations, identifies what works for top performers, and delivers in-call phrase suggestions so every rep benefits from a Living Playbook. This mirrors the product positioning on the Nomi homepage, which states that Nomi helps teams close about 12% more deals. Learn more or request a demo: https://www.nomi.so/.
What you can expect in practice:
- Live prompts when pricing, ROI, or competitors come up
- Context-aware phrasing that reduces hesitation and keeps the call moving
- A feedback loop that improves suggestions each week based on real outcomes
FAQ
How does real-time coaching reduce ramp time?
It removes guesswork during the calls that matter most. New reps see proven phrasing the instant a trigger appears, which accelerates learning by doing.
Do we still need post-call coaching?
Yes. Post-call analysis informs the content that powers your Living Playbook. Real-time coaching operationalizes those insights inside the conversation.
Will this guarantee higher win rates?
No solution can guarantee outcomes. The strongest evidence shows that timely, in-flow prompts improve speed and consistency, two leading indicators correlated with conversion. See the QJE study for adjacent proof. Read the study
References
- Gartner. Marketing’s Role in Buyer Enablement. Buying jobs are nonlinear and loop throughout the journey. Read the article
- McKinsey. Five fundamental truths: How B2B winners keep growing. Buyers use many channels and expect seamless omnichannel experiences. Read the article
- Harvard Business Review. The Hidden Traps in Decision Making. Why cognitive load and biases undermine high-stakes conversations. Read on HBR
- Brynjolfsson, Li, and Raymond. Generative AI at Work. Quarterly Journal of Economics (2025). Real-time suggestions increased agent productivity by about 15% in customer support. Read the paper