📚Sales Playbook
A comprehensive guide for your sales team covering discovery, demos, negotiation, and closing.
Pages in this template
- 📚Sales Playbook
- 🔍Discovery Calls
- 🎬Demo Framework
- 🤝Negotiation
- ✅Closing
Preview: Sales Playbook
Sales Playbook
This playbook is your single source of truth for the sales process. Keep it updated as you learn what works.
How to Use This Playbook
Each sub-page covers a specific stage of the deal cycle. Work through them sequentially for new reps, or jump to the stage you need for a quick refresher.
Ideal Customer Profile (ICP)
Attribute | Description |
|---|---|
Company Size | 50–500 employees |
Industry | SaaS, Professional Services, E-commerce |
Annual Revenue | $5M – $50M |
Pain Points | Manual processes, poor visibility, slow growth |
Decision Maker | VP Sales, CRO, or Head of Revenue Operations |
Our Value Proposition
We help mid-market teams close deals faster by replacing spreadsheets with an intelligent workspace that keeps every stakeholder aligned.
Key Metrics
Average deal cycle: 32 days
Win rate: 28%
Average deal size: $18,400 ARR
Meetings to close: 4.2
About this template
Equip your sales team with a structured, repeatable process. This playbook includes five sub-pages that walk reps through every stage of the sales cycle — from the first discovery call to closing the deal. Use it as a living document that evolves with your team.
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Weekly Planner
Weekly Focus: What is the ONE thing that would make this week a success? Write it here and keep it visible.
Week of: [Date] — [Date]
Monday
Most important task for the day
Second priority task
Third priority task
Tuesday
Most important task for the day
Second priority task
Third priority task
Wednesday
Most important task for the day
Second priority task
Third priority task
Thursday
Most important task for the day
Second priority task
Third priority task
Friday
Most important task for the day
Second priority task
Wrap up loose ends and prep for next week
Weekly Review
Take 15 minutes on Friday afternoon to reflect on your week. This small habit compounds into massive clarity over time.
What did I accomplish this week?
What didn’t get done and why?
What should I carry forward to next week?
What’s one thing I could improve next week?
Plan your week with daily task lists, a weekly focus area, and an end-of-week review.
Change Order Request
Complete this form for every proposed change to the original contract scope. Attach supporting documents (sketches, specs, photos) before routing for approval.
CO Details
Field | Value |
|---|---|
CO Number | [CO-001] |
Project Name | [Project Name] |
Contract Number | [Contract #] |
Date Initiated | [YYYY-MM-DD] |
Requested By | [Name / Company] |
Priority | [Standard / Urgent / Critical Path] |
Parties
Role | Name | Company | Contact |
|---|---|---|---|
Owner / Client | [Name] | [Company] | [Email / Phone] |
General Contractor | [Name] | [Company] | [Email / Phone] |
Architect of Record | [Name] | [Company] | [Email / Phone] |
Subcontractor (if applicable) | [Name] | [Company] | [Email / Phone] |
Description of Change
Reason for Change:
[Owner-directed change]
[Design error or omission]
[Unforeseen site condition]
[Code or regulatory requirement]
[Value engineering]
[Other: describe]
Detailed Description:
[Provide a detailed narrative of what is changing, why, and what areas of work are affected. Reference drawing numbers, spec sections, and RFI numbers as applicable.]
Reference Documents
[RFI #___]
[Drawing Sheet ___]
[Specification Section ___]
[Photo / Sketch attached]
Cost Impact
All cost estimates must include labor, material, equipment, subcontractor markup, and overhead & profit per contract terms.
Item | Description | Qty | Unit | Unit Cost | Total |
|---|---|---|---|---|---|
1 | [Labor — trade description] | [X] | [hrs] | [$XX.XX] | [$X,XXX] |
2 | [Material — description] | [X] | [ea/lf/sf] | [$XX.XX] | [$X,XXX] |
3 | [Equipment rental] | [X] | [days] | [$XXX] | [$X,XXX] |
4 | [Subcontractor — name/trade] | [1] | [LS] | [$X,XXX] | [$X,XXX] |
Subtotal | [$X,XXX] | ||||
Overhead & Profit (__ %) | [$XXX] | ||||
Total CO Value | [$X,XXX] |
Net impact to contract value: [+ / - $X,XXX]
Schedule Impact
Field | Value |
|---|---|
Days Added / Removed | [+/- X calendar days] |
Affected Activities | [List critical path activities impacted] |
Revised Substantial Completion | [YYYY-MM-DD] |
Concurrent Work Possible? | [Yes / No — explain] |
Approval Chain
Step | Role | Name | Date | Status |
|---|---|---|---|---|
1 | Submitted by (Requestor) | [Name] | [Date] | [Submitted] |
2 | Reviewed by (PM / Superintendent) | [Name] | [Date] | [Pending] |
3 | Approved by (GC Principal) | [Name] | [Date] | [Pending] |
4 | Approved by (Architect) | [Name] | [Date] | [Pending] |
5 | Approved by (Owner) | [Name] | [Date] | [Pending] |
Verification Checklist
Scope clearly defined and not duplicated in other COs
Cost breakdown includes all labor, material, equipment, and markup
Schedule impact reviewed with superintendent
Downstream trade impacts identified (see Cascading Impact page)
Supporting documents attached (drawings, specs, photos)
Insurance and bonding implications reviewed if CO exceeds threshold
Manage change orders from request through approval with cascading impact analysis and a running CO log.
Client Onboarding Hub
Use this hub as your single source of truth for every new client engagement. Complete the overview below, then work through each sub-page to ensure a smooth, professional onboarding experience.
Client Overview
Field | Details |
|---|---|
Client Name | [Company Name] |
Main Contact | [Name, Title, Email, Phone] |
Account Manager | [Your team member] |
Start Date | [YYYY-MM-DD] |
Retainer Value | [$X,XXX / month] |
Services | [SEO, Content, Paid Media, Social, etc.] |
Communication Cadence | [Weekly calls, bi-weekly reports, monthly reviews] |
Contract Length | [6 months / 12 months / ongoing] |
Billing Cycle | [Monthly / Quarterly] |
Primary Goal | [e.g., Increase qualified leads by 40% in 6 months] |
Master Onboarding Checklist
Work through each item below. Check them off as you go — aim to complete all items within the first two weeks of engagement.
Send welcome email with onboarding packet and team introductions
Schedule kickoff call (all stakeholders from both sides)
Set up shared Slack channel or communication workspace
Collect brand assets (logos, fonts, color codes, style guide)
Configure tools access (analytics, ad platforms, CMS, social accounts)
Create client reporting dashboard with agreed-upon KPIs
Establish content/creative approval workflow and turnaround times
Document escalation paths and emergency contacts
Set up project management board with initial deliverables
Schedule recurring check-in meetings for the first 90 days
Conduct internal team briefing on client goals and sensitivities
Send first check-in summary within 48 hours of kickoff
Key Dates & Milestones
Milestone | Target Date | Owner | Status |
|---|---|---|---|
Welcome email sent | [Date] | [Name] | Pending |
Kickoff call completed | [Date] | [Name] | Pending |
All access credentials received | [Date] | [Name] | Pending |
Brand guidelines documented | [Date] | [Name] | Pending |
Reporting dashboard live | [Date] | [Name] | Pending |
First deliverable shipped | [Date] | [Name] | Pending |
30-day check-in | [Date] | [Name] | Pending |
90-day review | [Date] | [Name] | Pending |
Pro tip: Share this hub (or a client-facing version) with your new client so they can see progress and know exactly what to expect during onboarding.
A structured multi-page hub for onboarding new agency clients — from kickoff to 90-day success.