Sales playbooks
Each pipeline stage can have a playbook: what good looks like at that stage, a checklist, talk tracks (what to say when a customer pushes back) and links to documents.
- Go to Settings › Pipelines and choose Playbook on a stage.
- Write the guidance, add checklist items, talk tracks and document links.
- Tick Required on any checklist item that must be done before an opportunity can move past that stage or be won.
Reps see the playbook for the current stage on the opportunity page and tick items off as they go. If they try to move on with a required item unticked, they're asked to confirm it's done first.
Margin protection
Add a cost price to products and services in the catalogue. Bundles add up the cost of their parts. The opportunity's products panel then shows the margin.
- In Settings › Sales process, set a minimum margin. Quotes below it need a manager's approval before they can be sent.
- Choose who can see costs and margins: managers only (the default) or everyone.
Field permissions
In Settings › Fields, every custom field has two settings:
- Who can see: everyone, or managers only. Hidden fields don't appear for reps anywhere, including exports and the API.
- Who can change: everyone, or managers only. Reps see the value but can't edit it.
Use them for things like approved discounts, internal notes about a customer or credit limits.