If you're a sales ops lead, a RevOps pro, or a VP of Sales who's tired of deals dragging out for no good reason, this is for you. B2B sales cycles are messy enough—if you're thinking of using playbooks to keep reps on track, you want something that'll actually help, not just add noise. Here’s how to set up and use Akoonu playbooks so they actually speed things up (and what to skip if you value your sanity).
Step 1: Get Clear on What a Playbook Is (and Isn’t)
Before you touch a single setting, clarify what you want Akoonu playbooks to do. In theory, playbooks guide reps through the steps, questions, and documents they need to move deals forward. In practice, they can become a checklist graveyard if you’re not careful.
What works: - Laying out real-world, stage-by-stage actions (not just “next steps” fluff) - Embedding deal-critical info: qualification criteria, key questions, and internal approval steps - Keeping it simple—no one wants to scroll through 50 bullets per stage
What doesn’t: - Overengineering every possible scenario (“If the prospect’s dog barks on Zoom, trigger Playbook 9B”) - Treating playbooks as set-and-forget—your sales process will change
Ignore: - Vendor claims that the right playbook “guarantees” faster sales cycles. It won’t. Execution and buy-in matter more.
Step 2: Map Your Real Sales Process—Not the Fantasy Version
Don’t just copy the default playbooks Akoonu gives you. Sit down with your best reps and map out what actually happens at each stage. Where do deals stall? What’s the info you always wish you had earlier?
How to do it: - Sketch your real sales stages on a whiteboard or shared doc (keep it honest) - For each stage, list: - Key actions (“Send technical questionnaire”) - Must-ask questions (“Has legal reviewed our MSA?”) - Internal steps (“Loop in Solutions Engineer if >$50k”) - Note where things actually get stuck (procurement, legal, ghosting)
Pro tip:
If you can’t explain your process in five or six stages, it’s too complicated. Start simple. You can always add detail later.
Step 3: Build Playbooks in Akoonu, One Stage at a Time
Now get into Akoonu and start building. If you’ve never used it: Akoonu sits on top of your CRM and adds guided playbooks, checklist items, and templates right where reps work.
How to set up a playbook in Akoonu: 1. Head to Playbooks > New Playbook. 2. Name your playbook (e.g., “Enterprise SaaS Sales”). 3. Add stages to match your CRM pipeline. Don’t invent new ones unless you really need them. 4. For each stage, add: - Actions (tasks reps must complete) - Questions (info you want captured before moving forward) - Resources (docs, templates, battlecards—don’t overstuff it) 5. Assign owners for each action if needed.
What works: - Start with your most common deal type. You don’t need a separate playbook for every scenario. - Keep initial content light. You can always add more later. - Use clear, plain-English language (not “Align cross-functional stakeholder paradigms”).
What doesn’t: - Making reps scroll through walls of text - Embedding random “nice-to-have” tasks that don’t actually move deals forward
Step 4: Roll Out Gradually—Don’t Drop a Bomb on Your Team
Playbooks are only useful if reps use them. Drop a massive new process on the team all at once and you’ll get eye rolls, not adoption. Here’s a better way:
How to introduce Akoonu playbooks: - Pilot with a small group (ideally your top performers and a few skeptics) - Ask them to use the playbook on real deals for 2-4 weeks - Get feedback on what’s annoying, what’s missing, and what actually helps - Iterate—trim the fluff, add what’s needed
Pro tip:
If your best reps ignore a playbook step, figure out why. It’s usually because it’s not useful, not because they’re stubborn.
Step 5: Make Playbooks Part of Your Actual Sales Process
Integrate playbooks into your sales meetings and pipeline reviews. Don’t treat them as optional extras—reference them when coaching and forecasting.
What works: - Asking reps to walk through their deals using the playbook as a guide - Using completion of key playbook actions as pipeline health indicators - Updating playbooks monthly based on what’s working (or not)
What doesn’t: - Making playbooks a checkbox exercise (reps will click “complete” just to get you off their back) - Relying solely on playbook completion to predict deal success—look at real engagement, too
Step 6: Avoid Common Pitfalls (and Ignore the Hype)
Playbooks aren’t magic, and Akoonu isn’t going to fix a broken sales process on its own. Here’s what to watch out for:
- Too much detail: More isn’t better. If every stage has 10+ tasks, reps will tune out.
- One-size-fits-all: What works for SMB deals may not work for enterprise. Start with your bread-and-butter motion.
- Ignoring feedback: If reps say something’s useless, listen. Don’t assume you know better.
- Treating playbooks as gospel: Sales is messy. Use playbooks as a guide, not a straightjacket.
Step 7: Measure Impact—But Don’t Expect Miracles
Here’s the blunt truth: Playbooks can help speed up sales cycles, but only if they’re useful and actually used. Don’t expect your sales cycle to magically shrink by 30% overnight.
What to measure: - Time in stage: Are deals moving faster from one stage to the next? - Playbook adoption: Are reps actually using it, or just ignoring it? - Deal reviews: Is key info being captured earlier and more consistently? - Rep sentiment: Do reps feel it helps, or just slows them down?
If you’re not seeing improvement, revisit your playbooks.
Cut what doesn’t add value. Try again. This stuff is iterative.
Keep It Simple and Iterate
Don’t overthink it. The best Akoonu playbooks are short, actionable, and built with input from the people actually selling. Start with your real process, keep the steps clear, and make updates as you learn. If it feels like busywork, it probably is—so cut it. The goal isn’t to check more boxes; it’s to help your team spend less time stuck and more time closing.
Done right, Akoonu playbooks can keep your sales process moving and your team focused on what works. But remember: No playbook beats talking to your reps and learning where deals really get stuck. Start simple, stay skeptical, and keep making it better.