Sales Playbooks
HubSpot sales playbooks capture proven sales processes, then surface tailored guidance for reps by lifecycle stage, industry, or persona to speed onboarding, improve consistency, and help junior sellers run high-quality conversations.
What Are Sales Playbooks
Sales playbooks are structured guides that document a brand's sales process, messaging, and best practices so that reps can follow a consistent, proven approach to winning deals. They are especially valuable with junior sales reps because they turn the experience of top performers into clear steps, scripts, and checklists that newer team members can execute without having to "figure it out" from scratch.?
- With junior reps, managers use playbooks to onboard faster by giving them a single source of truth for ideal customer profiles, talk tracks, and objection-handling responses, so they ramp to productivity more quickly.
- Playbooks act as a coaching tool: leaders review calls and pipeline with juniors against the playbook stages, then highlight where the rep followed or skipped specific plays to reinforce good habits
- Day to day, junior reps use playbooks as a reference during prospecting and calls, checking sample emails, discovery questions, and next-step guidelines, to stay confident, on-message, and aligned with the team's overall strategy
Marketing Guides
Building A Sales & Marketing Dashboard
All the greats will tell you that success has a pattern. Yes, there may be a few alterations, but for the most part, if you look for the patterns, you'll be able to replicate their success. The first pattern to discover is the metrics the greats follow.
Creating Sales Playbooks With HubSpot
HubSpot's Playbooks feature lets teams create and share interactive sales guides directly inside the CRM, so reps always see the proper guidance on each contact, company, deal, or ticket record. Using recommendation rules based on CRM properties, these playbooks can be configured to automatically surface for reps based on where a prospect is in the lifecycle, which industry they are in, or which persona they match, ensuring conversations stay relevant and consistent.
- You can set up playbook recommendation rules using contact or deal properties such as lifecycle stage, so a discovery or renewal playbook appears at the top of the record exactly when a rep needs it
- Filters based on company or contact attributes (for example, industry or vertical) allow industry-specific playbooks with tailored questions, examples, and talk tracks to show up for the right accounts
- Persona-related properties can be used to suggest different playbooks for economic buyers, technical evaluators, or end users, giving reps persona-specific scripts, qualification paths, and content without leaving HubSpot