When a founder does all the selling, the process lives in their head, and the first hires guess. This playbook captures it in eight pages: what you sell, who buys and why, where leads come from, the stages with their conversion rates, pricing and discount rules, and the tools and CRM rules that keep the data honest.

The sample follows Hartwell Supply, a workplace safety supply program for light manufacturers, with 142 closed-won deals, a 74-day cycle, three packages and discount approvals. Replace the customer profile, stage rates, pricing rules and tools with what your best reps actually do, then add an owner and a review date.