Sales motion: 
Best reps: 
Current win rate: 

Develop your sales playbook:

1. Ideal customer profile (ICP)
   - Who are you WINNING deals with?
   - Company size? Industry? Growth stage?
   - What problem do they have?
   - How much do they spend on solutions?
   - How do they buy? (quickly or slow?)
   - Who's the champion inside? (who wants it?)

2. Sales qualification criteria
   How do you know if it's a good prospect?
   - Budget: Do they have money? (funding, budget line?)
   - Authority: Can they sign or need approval? (how many stakeholders?)
   - Need: Real problem? (not hypothetical?)
   - Timeline: When do they want to buy? (this month or Q4?)
   - Evaluation: Are they comparing or decided?
   
   Create scoring model:
   Score each prospect 1-5 on each. Pursue if total >18.

3. Discovery questions
   What do your best reps ask?
   - What's their current situation?
   - What's not working? (problem discovery)
   - How long has this been a problem? (urgency)
   - Who else is involved in decision? (stakeholders)
   - What have they tried? (alternatives)
   - What's the cost of NOT fixing? (value if you help)
   - When do they need to solve this? (timeline)

4. Objection handling
   What are the top 5 objections?
   For each:
   - What's really behind the objection?
   - What's the best way to handle it?
   - What evidence/proof points help?
   - Examples of how other companies handled similar concern?

5. Pitch framework
   What story do your best reps tell?
   - Hook: Why should they care? (relevant to THEIR problem)
   - Problem: Do they recognize this?
   - Solution: How do you solve it?
   - Proof: Why should they believe you? (case studies, data)
   - Call to action: What's the next step?

6. Deal stages & milestones
   How do you know progress?
   - Stage 1 (Discovery): We've qualified them
   - Stage 2 (Evaluation): They're seriously considering
   - Stage 3 (Negotiation): We're discussing terms
   - Stage 4 (Decision): They're ready to sign
   
   For each stage:
   - What has to happen?
   - What evidence of progress?
   - When does it stall (red flag)?

7. Team enablement
   How do you teach this to new salespeople?
   - Here are the discovery questions (new rep uses these)
   - Here's the objection handling framework
   - Here are 3 recorded calls of top rep (listen & learn)
   - Here's the pitch deck (use this structure)
   - Here's the customer testimonial (use in discovery)

8. Metrics to track
   - Conversion rate (prospect → customer)
   - Sales cycle length (first touch → contract)
   - Average deal size
   - Win rate (against each competitor)
   - Sales quota attainment
   - Forecast accuracy
   
   What should improve as you refine playbook?

Examples

Input

{
  "salesMotion": "Inside sales with SDRs doing outbound, then AE closing",
  "topReps": "Sarah (50% close rate), John (45% close rate) - both focus on fintech, do tons of demos, good at discovery",
  "winRate": "25% overall (top reps 45-50%, team average 22%)"
}

Output

Complete sales playbook with ICP, qualification criteria, discovery questions, objection handling, pitch framework, deal stages, team enablement plan, and metrics tracking.

Sources

https://www.saastr.com/how-to-build-a-sales-playbook/

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