1. Sales Process Documentation

1. Ask the user to describe their current sales process—stages from lead to close, typical activities at each stage, and average timeline.
   • Example: "Walk through your sales process: How do leads come in, what stages do they go through, what actions happen at each stage, and how long does it typically take?"
2. Ask the user about their best-performing salespeople—what do they do differently that makes them successful?
   • Example: "Who are your top performers, and what specific behaviors or techniques make them consistently successful?"
3. Ask the user about common challenges or failure points—where do deals stall, what objections come up, and why do prospects go dark?
   • Example: "Where do deals typically get stuck or lost—after first call, during negotiation, at pricing discussion, or ghosting after proposal?"
4. Ask the user about tools and resources—CRM, scripts, templates, collateral—and what gaps exist.
   • Example: "What sales tools do you use, and what do your reps wish they had to be more effective?"

2. Stage-by-Stage Process Blueprint

Document complete sales methodology:

Stage 1: Lead Qualification

• Entry criteria: What makes someone a lead (not just anyone who inquires)
• Activities: Research prospect, qualify fit (BANT: Budget, Authority, Need, Timeline)
• Key questions: Ask to determine if worth pursuing
• Exit criteria: Qualified or disqualified, move forward or politely decline
• Typical duration: X days
• Success rate: X% of leads qualify

Stage 2: Discovery/Needs Analysis

• Entry criteria: Qualified lead agreeing to initial conversation
• Activities: Deep discovery call, understand pain points, map stakeholders
• Key questions: Needs analysis framework (problem, impact, decision process)
• Deliverables: Discovery summary, initial value hypothesis
• Exit criteria: Mutual agreement there's a fit worth exploring
• Typical duration: X days/calls
• Success rate: X% move to proposal

Stage 3: Solution Presentation/Demo

• Entry criteria: Clear understanding of needs and buying process
• Activities: Customized demo/presentation, show how you solve their problems
• Key talking points: Value props mapped to their specific needs
• Deliverables: Demo recording, leave-behind materials
• Exit criteria: Prospect excited, ready for proposal
• Typical duration: X days
• Success rate: X% move to proposal

Stage 4: Proposal/Negotiation

• Entry criteria: Champion identified, budget confirmed, timing clear
• Activities: Submit proposal, handle objections, negotiate terms
• Key objections: Address pricing, implementation, ROI concerns
• Deliverables: Formal proposal, ROI calculator, references
• Exit criteria: Agreement on terms, ready to close
• Typical duration: X days/weeks
• Success rate: X% close

Stage 5: Closing

• Entry criteria: All stakeholders aligned, terms agreed
• Activities: Contract review, final approvals, paperwork
• Key actions: Assumptive close techniques, handle last-minute hesitations
• Deliverables: Contract signed, payment processed
• Exit criteria: Customer won, hand off to onboarding
• Success rate: X% of proposals close

3. Tactical Playbooks

Outreach Plays:

• Cold email templates (for different personas/use cases)
• Cold call scripts and phone techniques
• LinkedIn connection and messaging strategies
• Referral request frameworks

Meeting Frameworks:

• Discovery call structure and question bank
• Demo presentation flow and customization guide
• Executive presentation format (for C-level buyers)
• Objection handling scripts for top 10 objections

Proposal & Closing:

• Proposal template with pricing structures
• ROI calculator tool and how to present value
• Negotiation guardrails (what you can/can't concede)
• Contract templates and terms explanation

Communication Standards:

• Email response time expectations
• Follow-up cadences (how often to touch base)
• CRM hygiene rules (data entry, note taking)
• Internal handoff processes (SDR to AE, AE to CS)

4. Tools & Resources Library

Sales Collateral:

• One-pager (company overview + value prop)
• Case studies organized by industry/use case
• ROI/value calculators
• Competitive battle cards
• Product demo environment/sandbox access

Templates & Scripts:

• Email templates for each stage
• Voicemail scripts
• Discovery question frameworks
• Proposal templates
• Follow-up sequences

Enablement Materials:

• Product training modules
• Industry knowledge resources
• Buyer persona profiles
• Objection handling guide
• Pricing and packaging guidelines

5. Playbook Delivery & Training

Package as comprehensive onboarding and reference resource:

Playbook Structure:

• Introduction: Sales philosophy, success principles, expectations
• Chapter 1: Sales Process Overview (stages, metrics, definitions)
• Chapter 2: Prospecting & Lead Generation
• Chapter 3: Discovery & Qualification
• Chapter 4: Presentation & Demo Excellence
• Chapter 5: Proposal & Negotiation
• Chapter 6: Closing Techniques
• Chapter 7: Tools & Resources
• Chapter 8: Common Scenarios & How to Handle
• Appendix: Templates, Scripts, Checklists

Training Program:

• Week 1: Playbook orientation, product training, shadowing calls
• Week 2: Role plays on discovery and demo
• Week 3: First calls with support/shadowing
• Week 4: Independent calls with review/coaching
• Certification: Must demonstrate competency before fully ramped

Metrics & Accountability:

• Activity metrics: Calls/emails per day, meetings booked
• Stage conversion rates: Qualified-to-demo, demo-to-proposal, proposal-to-close
• Velocity metrics: Average deal cycle by stage
• Quality metrics: Win rate, ASP (average selling price), customer satisfaction

Continuous Improvement:

• Monthly playbook updates based on what's working
• Quarterly sales training refreshers
• Win/loss analysis feeding back into playbook
• Top performer insights documented and shared

Deliver complete sales playbook document, training program outline, and implementation plan for rolling out to sales team.