Sales Playbook Template with a 30-60-90 Day Plan
Build a sales playbook for your team: who you sell to, the sales process with exit criteria for each stage, a BANT, MEDDIC or CHAMP qualification checklist, discovery questions, value messages, objection handling, tools, KPIs and a 30-60-90 day plan for new reps. Pick your sales motion for starters, then print. Free.
Enter your company and pick how you sell: the starters under each section change with it. Name the stages of your sales process and what must be true to move a deal on. Click a starter to add it and edit the words; start a line with a dash to make a bullet point. The draft is kept in this browser until you start over.
Sales playbook template: the parts
| Part | Answers |
|---|---|
| Overview, who we sell to | Where to focus |
| Sales process, exit criteria | What happens when |
| Qualification checklist | Which deals to work |
| Discovery, value messages, objections | What to ask and say |
| Tools, KPIs | How we work and measure |
| 30-60-90 day plan | How new reps ramp up |
Example
A mid-market team that sells outbound uses six stages, from prospecting to closed won. A deal moves from discovery to demo only when the pain, the metrics and the decision process are confirmed, and it is qualified with MEDDIC’s six questions. New reps build a list of 200 target accounts in their first 30 days, book their first meetings by day 60 and aim for pipeline worth three times their quarterly target by day 90. Click Load example to see the full playbook.
BANT, MEDDIC or CHAMP
| Framework | Best for |
|---|---|
| BANT: budget, authority, need, timeline | Short cycles |
| CHAMP: challenges, authority, money, prioritization | Need-led selling |
| MEDDIC: metrics, economic buyer, decision criteria, decision process, identify pain, champion | Complex deals |
Link the playbook to the material reps use every day: a buyer persona for each role in the buying group, a battlecard for each main competitor and the sales KPI template for the targets in the last section.
Frequently asked questions
What is a sales playbook?
A sales playbook is the team’s shared guide to selling: who you sell to, the stages of your sales process and when a deal moves on, how to qualify, what to ask and say, how to answer objections, which tools to use and how success is measured. New reps learn from it and experienced reps keep each other consistent.
What should a sales playbook include?
An overview, the ideal customer and buying group, the sales process with exit criteria for each stage, a qualification framework, discovery questions, value messages, objection handling, tools and content, the KPIs and targets, and an onboarding plan for new reps.
What is a 30-60-90 day sales plan?
A plan for a new rep’s first three months: learn the product, customers and process in the first 30 days, practise with real calls and first deals with support until day 60, then work alone towards a full target by day 90. Each stage has clear goals the manager can check.
Which qualification framework should I use: BANT, MEDDIC or CHAMP?
BANT (budget, authority, need, timeline) is quick and suits short sales cycles. CHAMP puts the buyer’s challenges first. MEDDIC (metrics, economic buyer, decision criteria, decision process, identify pain, champion) fits complex deals with a buying committee. Pick one and use it in every deal review.
How long should a sales playbook be?
Short enough that reps use it: a few pages that can be read in under half an hour, with links to longer material such as battlecards and case studies. Update it every quarter, and whenever the product, pricing or ideal customer changes.
Is what I type stored or sent anywhere?
No. The playbook is built in your browser and the draft is saved only in this browser so you can come back to it. Nothing you type is sent to SalesBond or anyone else, and no AI reads it. Click Start over to clear it.
Related tools: buyer persona template, competitor analysis template, sales KPI template. More on sales and running a sales team on the SalesBond blog and the home page.
Official sources
- Wikipedia, Sales enablement — the content, training and tools that help salespeople sell.
- Wikipedia, BANT — budget, authority, need, timeline.
- Wikipedia, MEDDIC — qualification for complex B2B sales.
- Wikipedia, Onboarding — bringing new employees up to speed.
Updated on Nov 6, 2026. This calculator is for information only and is not tax, legal or payroll advice. Starters are examples to edit: write the playbook from how your best reps actually sell.
