The Challenge
During the initial phase of the sprint, we conducted background research, collaborative workshops and workflow analysis with sales leaders and team members. Several recurring pain points emerged.
Sales professionals often work in silos, with limited accountability and minimal cross-team visibility. Many teams lacked a clear sales playbook, making it difficult to establish repeatable best practices. This inconsistency led to further challenges—especially when experienced team members left, taking critical commercial knowledge with them. Individuals with no formal sales training found themselves responsible for generating revenue, often without adequate tools or support.
These issues weren’t just operational inefficiencies—they directly impacted performance, morale and growth potential.
The Opportunity
The Discovery Sprint clarified four core needs for a potential solution:
- A digitised, repeatable sales playbook to centralise knowledge and scale best practices.
- A system that could embed accountability into everyday workflows.
- A way to provide daily focus and structure to sales team activity.
- Tools to ensure consistent strategy and processes across high-performing teams.
By addressing these needs, sales leaders could drive performance gains that were sustainable and measurable across the sales organisation.
The Solution
Through iterative AI prototyping and user testing, the team shaped the roadmap for an AI-driven digital sales enablement platform purpose-built for small to medium-sized enterprises. The platform was built into an interactive prototype and was designed to serve both sales leaders and their teams, delivering a comprehensive toolkit to manage goals, habits, coaching and performance—all anchored around a customisable, digital sales playbook.
Sales leaders would use the platform to onboard their business using an integrated AI chatbot, generate and manage their sales playbook, lead sales meetings and monitor individual and team performance. The experience would be streamlined, actionable and designed to reduce time spent on admin while increasing coaching effectiveness.
For sales and business development team members, the companion app would function as a daily performance companion—providing check-ins, habit tracking, goal progress and coaching prompts based on the company playbook. A layer of gamification would help keep engagement high, while AI-driven features would support productivity with intelligent recommendations and the ability to query the playbook using a chatbot.
A key innovation was the integration of meeting tools directly into the platform. Sales leaders could set agendas, generate slide decks, assign actions and receive auto-generated summaries—all from within a single interface. This was designed to ensure sales meetings are not just run, but run effectively.
The Results
The Discovery Sprint concluded with a validated concept and a clear product roadmap. The sprint aligned stakeholders around a shared vision and gave the product team a well-defined set of development requirements to move forward into the next phase of development.
By digitising the sales playbook and embedding AI coaching, accountability and performance tracking into daily workflows, the proposed platform offers a scalable solution to the challenges faced by the MCO team.
We’re excited about the momentum generated during this Discovery Sprint and look forward to continuing our partnership with MCO Performance as the solution moves into the next phase. The clarity and alignment achieved during this phase have laid a strong foundation for building a product that can truly transform how sales teams operate and perform. With the core vision and value proposition validated, we’re eager to bring the platform to life—turning insight into impact.
“Working with GCD on our Discovery Sprint was an incredibly valuable experience. We found the team’s ability to translate complex technical concepts into clear, understandable terms to be of huge benefit, particularly coming into the process from commercial backgrounds. Communication was consistently clear and well-structured, which helped us extract maximum value and engage fully in every workshop. The resulting prototype app not only exceeded our expectations but also laid a strong foundation for our proof of concept. The sprint has given us the clarity and confidence to take the next steps in our digital journey, and we look forward to continuing our partnership.” — Marie-Claire McGreevy, Co-Founder, MCO Performance
