wiki/clients/current/agility-recovery/2026-04-05-soar-course-planning.md · 995 words · 2026-04-05

SOAR Course Planning — Co-pilot & Salesforce Tools

Overview

Friday check-in with Gus Donelson (Agility Recovery) and Isalia Ramirez to finalize the Co-pilot course storyline and define the Salesforce tools training strategy. Two major workstreams were resolved: the Co-pilot module gets a new scenario showcasing integrated Outlook/Teams search, and the Salesforce tools work is scoped as three distinct courses covering ZoomInfo, SalesLoft, and a deep-dive Salesforce course.

Attendees
- Mark Hope — Asymmetric (not present but referenced)
- Gus Donelson — Agility Recovery (client)
- Isalia Ramirez — Asymmetric (lead developer)

Key Decisions

Co-pilot Course

Storyline revised. The two weaker initial scenario ideas are dropped. The replacement scenario demonstrates Co-pilot's integrated search within Outlook/Teams — e.g., finding a past meeting ("Arctic Wolf session"), then surfacing its notes, recording, and action items directly from the Co-pilot chat interface. This better showcases Co-pilot as an integrated tool rather than a standalone app.
Prompt Convoy treatment. Included as a lightweight tip/callout (link to the site, brief explanation), not a standalone module. The primary goal remains teaching effective prompting; Prompt Convoy is a supplemental scaffold for learners who want structured help writing prompts.
Manuals on hold. Facilitator, participant, and answer key manuals are drafted but will not be shared with Gus until the Co-pilot module is finalized and incorporated.

Salesforce Tools Training Strategy

Three-course structure confirmed:
1. ZoomInfo — Lead generation, filtering/segmentation, export to Salesforce
2. SalesLoft — Cadence creation, activity logging, Salesforce sync
3. Salesforce (200-level deep-dive) — Opportunity management, pipeline stages, CPQ quoting, forecasting (priority course)
Cross-tool context is intentional. ZoomInfo and SalesLoft courses will include moments where Salesforce appears naturally (e.g., exporting leads into SF, viewing logged activity in SF), but those courses do not teach Salesforce — that belongs to the dedicated deep-dive.
Root problem driving the training: New hires struggle with the integrated workflow, resulting in inaccurate pipeline data and unreliable forecasting. The Salesforce course must make the business consequence explicit.

Critical Workflow Detail (Salesforce)

Gus walked through the sales pipeline stages and their financial significance:

Stage	Trigger	Forecast Impact
Opportunity	Lead created	Not counted in forecast
Engaged	Active interaction with prospect	Counted; real opportunity
Negotiation	CPQ quote built and sent	20% close probability applied to org forecast
Closed Won / Closed Lost	Deal resolved	Final

"As soon as you build a quote, now we're going to mark that you do have a 20% chance of closing that. And now that counts towards your forecast as well as the organization's forecast." — Gus

This workflow is the core learning objective for the Salesforce deep-dive course. Salespeople who skip steps or leave opportunities in the wrong stage corrupt pipeline reporting for the entire org.

Resources & Access

Resource	Status	Notes
Salesforce access	Activate today	Invitation will expire over the weekend
ZoomInfo access	Activate today	Same expiry risk
SalesLoft access	Activate today	Same expiry risk
Star Wars test account	Available	Designated safe sandbox in Salesforce; all of Abby's demo recordings use this account
System SOPs folder	Folder created, empty	Abby (Sales Ops) knows where to upload; check early next week
Abby's existing recordings	Available in SharePoint	Useful for orientation but will need to be re-recorded at a slower pace for training use

SME Plan

Gus will arrange a joint call with:
- Abby (Sales Ops) — knows the system configuration and processes; tends to move fast, will need to slow down for recording
- An enterprise salesperson — provides real-world perspective on how the tools are actually used day-to-day

Goal: gather process context, produce high-quality training recordings that reflect actual salesperson workflows (not just admin-side SOPs).

"Abby has a, she knows it, but she doesn't use it like a salesperson. So we may bring in a salesperson and go, you tell me how you use this and the steps and like what's important." — Gus

Action Items

Owner	Action	Notes
Isalia	Activate Salesforce, ZoomInfo, SalesLoft accounts	Do today before invitations expire
Isalia	Explore tools using Star Wars test account	Safe sandbox for clicking around
Isalia	Revise Co-pilot storyline with Outlook/Teams integrated search scenario	Replace the two dropped ideas
Isalia	Add screenshots to Co-pilot module	May request Outlook/Teams screenshots from Gus early next week
Isalia	Share finalized Co-pilot module + manuals with Gus for review	After Co-pilot section is incorporated
Isalia	Check System SOPs folder early next week	If still empty, message Gus to prompt Abby
Gus	Provide Outlook/Teams screenshots if needed	Isalia will reach out early next week with specific request
Gus	Arrange SME call with Abby + a salesperson	To support Salesforce course development

Open Questions / Watch Items

Scope flexibility: Gus mentioned the possibility of flexing some originally planned videos (welcome/graduation) in favor of additional tool courses (e.g., a 300-level Salesforce course or a different tool Abby needs). This would require a conversation with Mark. Isalia can pull Mark into a future meeting when Gus is ready.
Thursday meeting (Gus's side): Agility Recovery is meeting internally to finalize the rules for moving opportunities between pipeline stages. Output from that meeting may affect the Salesforce course content — worth checking in afterward.
Abby's recording pace: Her existing recordings are too fast for direct training use. Plan is to use them for content research, then re-record with Abby (and/or a salesperson) at a controlled pace.

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