The stage playbook
Every sales stage carries an ordered list of things to do. Written once; every open opportunity reads the same list.
One list, for everyone
The playbook is written in the service catalogue, per sales stage, once for every category and, when needed, with extra steps for one category. Every open opportunity reads that same live list; it keeps no copy of its own, only a mark saying which step it did and who said so. So improving the process reaches every deal in flight at once.
A fresh workspace has no playbook. A library of fourteen bilingual steps is offered and installing it is an act you perform; installing twice does not double the list and never replaces what you wrote yourself.
What a step holds
The text of the work
What to do. The text stays even if its attachment is deleted.
Or a template to send
A document the firm uploaded, replaced on re-upload rather than accumulated. A template never becomes a document of the opportunity and never enters the data room.
Or the name of a document to ask the client for
A step is one of the two, never both; the server refuses the pair.
“Required” only says so
A required step shows on the stage and counts in the red left-behind badge; it closes no door. Moving between sales stages is free.
A tick can be taken back; no third state is stored. Each opportunity keeps its own marks, and a step from another category is not offered to yours.
Writing the playbook is an admin's job
Adding, editing, deleting and reordering steps is workspace-admin only. Reordering takes the whole stage at once.
Read this next
- Pipeline & opportunitiesRecording what you sent the clientWhich document, to whom, on which day. The record has no edit and no delete; a correction is a new line.
- Pipeline & opportunitiesMoving an opportunityOne step forward is free; a skip or a step back needs a note. An unfinished playbook and an unsent document never block a move.
- Pipeline & opportunitiesPipeline stagesA human picks the stage, the outcome is derived, and the history only appends.
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