Sales Playbook Checklist
Make a checklist for building a sales playbook: ideal customer, sales stages, talk tracks, objections and a rollout plan, each with an owner.
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- No sign-up to try
- Works as you type
5 stages, 19 steps
1. Ideal customer
- Define the ideal customer: industry, size and buying signals
- Describe each buyer role and what it cares about
- List the problems you solve, in the customer's words
- Write down who is not a fit and why
2. Sales process
- Define the stages from first contact to signed deal
- Write the exit criteria for each stage
- List the activities and materials for each stage
- Agree what gets recorded in the CRM at each stage
3. Talk tracks
- Write an opening pitch that takes under a minute
- Write discovery questions for each buyer role
- Outline the demo for each main use case
- Collect customer stories by industry or use case
4. Objections and alternatives
- List the common objections with responses that have worked
- Write fair, factual comparisons with the main alternatives
- Note the signs that a deal isn't worth pursuing
5. Roll out
- Put the playbook where reps already work
- Train the team with role-play, not just a read-through
- Name an owner and set a date to update it
- Feed in win and loss notes to improve it
Free, no sign-up to try. Your checklist becomes a Room you can edit, publish and share.
How it works
How the Sales Playbook Checklist works
- 1
Pick the stages
Keep the stages you need and name an owner for each.
- 2
Add your own steps
Add steps specific to your team or product.
- 3
Share the checklist
Create a Room everyone ticks off together from one link.
Worked example
What it makes
1. Ideal customer
Everyone agrees who to sell to, and who not to.
- Define the ideal customer: industry, size and buying signals
- Describe each buyer role and what it cares about
- List the problems you solve, in the customer's words
- Write down who is not a fit and why
2. Sales process
Clear stages with clear exit criteria.
- Define the stages from first contact to signed deal
- Write the exit criteria for each stage
- List the activities and materials for each stage
- Agree what gets recorded in the CRM at each stage
3. Talk tracks
Reps know what to say and ask at each step.
- Write an opening pitch that takes under a minute
- Write discovery questions for each buyer role
- Outline the demo for each main use case
- Collect customer stories by industry or use case
4. Objections and alternatives
Reps answer pushback honestly and consistently.
- List the common objections with responses that have worked
- Write fair, factual comparisons with the main alternatives
- Note the signs that a deal isn't worth pursuing
5. Roll out
The playbook is used, and gets better.
- Put the playbook where reps already work
- Train the team with role-play, not just a read-through
- Name an owner and set a date to update it
- Feed in win and loss notes to improve it
Who it's for
Who uses it
Sales leaders
Write the playbook down before the team grows.
Founders
Turn how you sell into something a new rep can follow.
Sales enablement
Keep the playbook owned and up to date.
Good to know
What to consider
- This is a step-by-step checklist for producing a playbook, not the playbook itself.
- Base talk tracks and objection responses on real calls, not guesses.
Questions
About the Sales Playbook Checklist
Does it write the talk tracks?
No. It lists what a playbook needs and the steps to build it. Write the content from your own calls and wins.
Where do the steps come from?
From a step library written and reviewed by people, not generated per visitor. Pick the stages you need, name an owner for each and add your own steps.
Make your checklist now
Free, no sign-up to try. It becomes a Room you can edit, publish and share.
Create my checklistRelated
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