Ep.79 Sales Process vs Sales Playbook: How to Build Systems That Scale
February 4, 2026
Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences.
Sales Process vs Sales Playbook: How to Build Systems That Scale
ONE-SENTENCE SUMMARY: Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences.
How to Create Sales Processes and Playbooks When Scaling Your Team
Scaling your sales team without clear processes creates chaos. In this episode, the Sales SOS panel explains how to build sales processes that create predictability, consistency, and better customer experiences.
Topics covered:
- Sales process vs sales playbook: What's the difference and when do you need each?
- How to define your sales process stages and get team alignment
- Understanding the buyer journey vs the seller journey
- When to review and update your sales processes
- Why sales processes matter for revenue forecasting and predictability
- Creating common language across your sales team
- How to match your sales process to your customer's buying journey
- The impact of inconsistent processes on your brand and customer experience
- What processes you need before adding more salespeople
- How often to update sales processes in fast-scaling organizations
Key questions answered:
- What is a sales process?
- What's the difference between a sales process and a sales playbook?
- How often should I review my sales process?
- When should I update my sales processes?
- Why do I need a sales process to scale?
- How do I create a repeatable sales process?
- What happens if my sales team doesn't follow the same process?
- How does my sales process affect customer experience?
Learn how to build sales processes that create consistency, predictability, and growth without creating chaos in your organization.