Sales Playbook – Make Your Process Transferable
Day 28 of 30 · Build Your Sales – 30 Days to More Deals
A playbook reduces randomness. It’s a system others can follow.
Learning goal
- Document your ICP, stages, and templates.
- Create a “minimum viable playbook” in one hour.
- Standardize what good looks like for discovery and follow-up.
Why it matters
- Teams scale with documented decisions and minimum standards.
- A playbook improves onboarding and performance consistency.
- Documentation reveals gaps and enables iteration.
Explanation
Minimum playbook sections
- ICP + disqualifiers
- Stage definitions + exit criteria
- Discovery agenda + note template
- Outbound email templates + sequence
- Objection map
- Proposal template
- MAP (Mutual Action Plan) template
Guided exercise (10–15 min) — Playbook skeleton
- Create the section list above in a doc.
- Paste your best current templates (even if imperfect).
- Mark the 3 biggest gaps to improve next week.
Independent exercise (5–10 min) — Standard of quality
Write 5 “non-negotiables” (e.g., every deal has next step date; every follow-up has owners and dates).
Self-check
- I have a playbook skeleton.
- Templates are reusable.
- Quality standards are explicit.