Adoption is the #1 challenge in the first month. The companies that win with Craft get to 90%+ recording rates within 30 days. Here’s how they do it.
Frame It Right
How you introduce Craft determines whether reps buy in or resist. The wrong framing kills adoption before it starts.
| Wrong framing | Right framing |
|---|---|
| “We’re going to monitor your calls” | “We’re investing in helping you sell more and earn more” |
| “Corporate wants us to use this” | “This is like having a personal sales coach on every call” |
| “Everyone has to record starting Monday” | “Top performers are already using this — here’s what they’re seeing” |
Reps need to believe Craft helps them, not just management. Lead with what’s in it for them: better coaching, higher close rates, bigger paychecks.
The Proven Rollout Playbook
Week 1: Start with volunteers (3-5 reps)
Pick your best reps or most willing volunteers. Don’t start with the skeptics.
- Get them recording every appointment
- Review their recordings and leave helpful comments
- Let them experience the feedback loop
Week 2: Build champions
- Ask early adopters to share what they’ve learned
- Highlight specific wins — “Jake used Checkpoint on a tough objection and closed the deal”
- Have champions talk to the broader team (peer credibility > management mandate)
Week 3-4: Roll out company-wide
- Now you have proof, internal advocates, and refined scorecards
- Roll out to the full team with champions already in place
- Set clear expectations: every appointment gets recorded
What Top-Performing Managers Do
The best rollouts are manager-led, not mandated:
- Review recordings weekly and leave comments — reps need to see that someone is actually using the data
- Reference specific recordings in 1:1s — “I listened to your appointment at the Johnson house. Here’s what I noticed…”
- Celebrate improvements publicly — “Sarah improved her options presentation score from 2.1 to 4.3 this month”
- Lead by example — if you manage field reps, record a ride-along yourself
Track and Reinforce
Monitor these metrics weekly on the dashboard:
- Recording volume by rep — who’s recording and who isn’t?
- Recording consistency — are reps recording every appointment or just cherry-picking good ones?
Follow up individually with reps who aren’t recording. Usually it’s one of three reasons:
- They forgot — help them build the habit (open Craft when you arrive, hit Record before you knock)
- They’re afraid of being judged — reinforce that this is coaching, not surveillance
- Technical issue — check permissions, app version, phone storage
Don’t let non-adoption slide. If 3 out of 10 reps aren’t recording, the other 7 will notice and start questioning why they bother. Consistency across the team matters.
Common Objection Handling
'I don't want to be recorded'
“I get it — it feels weird at first. But think of it like game film. Every pro athlete reviews tape. This is how the best reps get better. And it’s coaching, not monitoring — I’m using this to help you, not catch you.”
'I've been doing this for 20 years, I don't need coaching'
“Experience is exactly why I want you on this first. You’re the benchmark. Your recordings help us set the standard for what good looks like. Plus, even the best athletes have coaches.”
'What if the customer doesn't want to be recorded?'
“We have a consent process for that. Most customers don’t mind when you frame it as ‘for quality and training purposes.’ If someone declines, you just don’t record that one. No pressure.”
'It'll slow me down'
“It’s one tap to start, one tap to stop. Takes 2 seconds. And Checkpoint actually speeds you up — it reminds you of steps you might forget so you don’t have to go back.”