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Playbooks define how your team should run different types of sales calls. Once created, Doris scores every meeting against the relevant playbook and shows what was covered, what was missed, and what to do next.

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Creating a Playbook

Use the Playbook Wizard to create playbooks tailored to your sales process. You’ll configure:
1

Choose scope

Select call-level (for a single meeting type) or deal-level (for the entire sales cycle).
2

Pick a style

Choose the conversation approach: consultative, technical, or executive — depending on your typical buyer interaction.
3

Select a theme

Pick the call type this playbook covers:
  • Discovery
  • Demo
  • Follow-up
  • Objection handling
  • Negotiation
  • Onboarding
4

Customize the playbook

Review and edit the draft playbook. Add your own questions, talking points, and success criteria.

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How Playbooks Work

After a meeting, Doris scores the conversation against the relevant playbook and creates a coaching assessment:
  • What was covered — Topics and questions from the playbook that the rep addressed
  • What was missed — Areas the playbook calls for that weren’t discussed
  • Suggestions — Specific recommendations for the next call based on gaps
  • Score — An overall 0–100% assessment of how well the conversation followed the process
See Sales Coaching for more on how assessments work.

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Playbook Templates

You can create templates that serve as starting points for new playbooks. This is useful when:
  • Multiple reps need similar but slightly customized playbooks
  • You want to standardize a baseline process across the team
  • You’re onboarding new reps and want to give them a proven framework
Start with one playbook for your most common call type (like Discovery). You can always add more later. One well-crafted playbook is better than five rushed ones.