Use this to score sits against your company's own sales process, in your order and your words.
- In the sidebar under Sit review, open Playbooks.
- Start from your current playbook, or choose New from a trade template and Pick a trade.
- Give it a Name. Choose which appointment types and product lines it scores; leave them empty to score any sit.
- List the stages in the order a sit runs, for example Greeting and agenda, Company story, Discovery and needs. Give each stage a Weight: heavier stages count more in the sit score.
- Open a stage and write its Questions, each answered yes, partly or no. Choose Add a question for each one, up to eight.
- Add the phrases that count as heard, one per line, and the Wrap-up line for the rep.
- Check the Scorecard preview.
- Choose Save draft. An org admin then chooses Publish. Make default sets the playbook used when no other one fits.
Managers draft playbooks. Org admins publish them.
If it does not work
- Publish is missing: only org admins publish. Save the draft and ask your admin.
- The playbook is not valid: each stage needs a name, each stage may appear once, and at least one stage needs a weight above zero.
Still stuck? Open Help and choose Talk to a person.