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GM to the Top 1% ☕
I got a message from a VP of Enablement last week: "We have been building this for 18 months. Gong just shipped it in one quarter."
She was not wrong.
Gong launched Mission Andromeda in early 2026. It is a direct move into territory that enablement teams, coaching platforms, and sales managers used to own exclusively. And it happened the same week Seismic absorbed Highspot in a deal valued at roughly $6 billion.
Your stack is consolidating. The question is whether your process lives in your team or in the tools.
💡 WHAT MISSION ANDROMEDA ACTUALLY CHANGES
Gong's AI Call Reviewer grades completed calls against your organization's own sales methodology. Here is the hidden problem: the average sales org in 2026 does not have a documented methodology that is specific enough for an AI to grade against.
The AI is only as good as the criteria you give it. If your methodology is vague, the AI coaching will be vague.
The teams that will get the most from Mission Andromeda are not the teams that buy it immediately. They are the teams that spend the next 30 days documenting exactly what great looks like on a discovery call, a negotiation call, and a multi-stakeholder consensus meeting. Then they let the AI grade against that.
The tool didn't change what you need to build. It just made it more urgent to build it.
🔧 THE AI COACHING READINESS CHECKLIST
Five things to do before your team goes live on any AI call coaching platform.
1. Document Your Discovery Standard: Write down, in specific observable behaviors, what a great discovery call looks like. Not "asks good questions." Specific: "Confirms business impact with a dollar figure before moving to demo."
2. Build a Scoring Rubric: Five categories, five points each. Talk time ratio, problem quantification, stakeholder mapping, next steps commitment, competitive differentiation. Score below 60 is a coaching conversation.
3. Identify Your Three Best Calls of the Last 90 Days: These become the baseline. The AI should be learning from those three calls, not from the median.
4. Assign a Human Coach to Review Every AI Flag: AI catches the pattern. The human coach provides the context. Never let AI feedback land on a rep without a manager having reviewed it first.
5. Audit Your Stack for Redundancy: With Seismic absorbing Highspot and Gong moving into enablement, you likely have overlapping contracts. Pull every tool and flag redundancy. Consolidation events are budget opportunities if you move first.
🎯 THIS WEEK'S HOMEWORK
Pull your three highest-performing discovery calls from the last quarter. Listen to 10 minutes of each. Write down the three observable behaviors that appear in all three. That is the beginning of your AI coaching rubric.
❓ QUESTION OF THE DAY
Does your team have a documented, observable definition of what a great discovery call looks like?
Hit reply with a yes or a no. I want to see the ratio.
See you tomorrow.
Edward
Founder, Morning Sales
P.S. I do 1:1 AI sales coaching sessions for enterprise sellers who want to build the methodology and discovery framework that AI tools can actually grade against. One session, 60 minutes, $500: https://www.edwardgorbis.com