Overview

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Overview

The Sales Playbook is composed of Events displayed in the Event List, in Gantt and in Kanban.

• ClosePlan Sales Playbooks enable sales process alignment at scale.

• Playbooks make it easy for you and your team to execute your sales strategy by guiding you through a best practices sequence of events based on your sales methodology.

• Help best practices permeate throughout the sales organization.

• Create custom Sales Playbooks for different business lines like Renewals, Global & Commercial Sales, Consulting Services and more.

• Introduce repeatable processes and consistency to help reduce end of quarter surprises and increase win rates.

• ClosePlan Sales Playbooks support any sales methodology.

• Optimize the Opportunity-to-Close process.

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Events are the key components of a ClosePlan and represent the tasks required to complete a deal in your organization.

Events are displayed in the Event List, in the Gantt view and in the Kanban view.

Events are set by templates, but new Events can also be created in the Playbook.

Events can be set with or without Stage progression, Dependencies and/or Checklist items.

Stage and Event Behavior

Sales stages monitor the progression of the deal. If event stages are set with  auto-progression, they will affect event behavior and the subsequent closure of each stage.  
Additional settings that may affect event closure and dependent stage closures are: Event Dependencies and Checklist items. 

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Event Closure: there are 2 conditions that can affect the closing of an event

      1.Event Dependency

1. Required Dependency - A Required Dependency is marked in orange, and allows you to close the main Event only after closing the subordinate event on which it is dependent.

2. Not Required Dependency - A Not Required Dependency is marked in grey color and allows you to close the main Event even if the subordinate event on which it is dependent remains open.

      2. Checklist item - Lists the tasks of team members.

1. Required  - Required items are marked with a red line next to the checkbox and will block the closing of the Event if the task is open.

2. Not Required - Items that are Not Required do not have to be completed before closing the Event.   

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• Creating a new event does not permit you to set a Dependency on another Event, and you cannot mark new tasks in the checklist as mandatory.

  • These options are only possible when creating a new template for a given ClosePlan in the ClosePlan Admin section.

• Events can only be added by users on the Opportunity Team or those higher in the hierarchy
  

New Events can be created from:

• Event list: Click the New button.
  

  

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When creating a new Event, the Detail section of the event Event allows you to add Checklist items and attach Files for that Event.

After the Event is created, editing or viewing the Event allows you to add Files, Notes and Chatter, Chatter and Help & Job Aids.

The event Event panel window can be displayed in 2 ways: You can view all data stacked on one page, or in individual tabs.

• To change the event display open any event by clicking on the event name > click the right top button 

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  Event Name          

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     Detail:

• Type - Assign the type of event. Types options are set through your organization in the event types settings

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• To Edit the Event - click on the pencil icon in the top right

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Editing Events

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• Tab set:

  • Detail - Details about the Event (More details below)

  • Files - Files can be linked or attached to the Event that help Users with additional information

  • Notes - Notes can be added to the Event that help Users with additional information

  • Chatter - Allows Users to view and add Chatter posts

  • Help & Job Aids - Information about the purpose and goals of the Event.

• Event Name - Name of the event.the Event

• Start Date / End Date - Start and End date for the Event

• Assigned To - Assign an individual responsible for the event. Suggested users will appear if related to the selected Event Type.

• ClosePlan - The ClosePlan is already selected.

• Start Date - Click on

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  to add the start date of the Event.

• Due Date -  Click on

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  to add the end date of the Event.Mutual - Toggle to indicate the Event is Mutual

• Stage - Enable to assign the event to the chosen stage.

• Party - Party responsible for the Event (Internal, Partner Customer, Other)

• Status - Indicates the present status of the event.

• Event Description - Description of the event.

• Event Goal - Goals of the eventKey Opportunity Fields - Key Opportunity Fields as noted.

Checklist:

         The The Checklist is used to add tasks for team members. It shows % complete in the progress bar and in the Gantt event bar.

To add a new Checklist Item:

• Double click an existing Event to open the Event side bar

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• Click  ‘Add Checklist Item’

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• Save  or cancel 
  

• Created Tasks can be edited or deleted 

• Created tasks can be reordered

  • Drag the task and move to another task to change the position 

• Once the task is done, mark the checkbox as complete and it will be shown in the event progress bar.

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Files:

Allows you to add specific links and/or files to an individual event.

• Click  

• Add a link with a valid URL address and Title > Save

  • Link will open if you click on the Link Title oricon

• Click to add one or more Files

  • Files can be downloaded by clicking the icon.  The  button will create a link to send and share the file with others.

Notes:

Notes enables you to add notes to the event.

• Open an Event > go to the Notes section 

• Click + Note button > add your note > Save

Chatter: 

Chatter enables you to create a post related to the event that allows for feedback.

If there is not Chatter tab, the Chatter is set as disable.

• Open an Event > go to the Chatter section

• Write your post > click Post       

Event List

Event List shows a list of events created by your organization and also newly created events.

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1. Playbook view setting

   1. All Stages

   2. Current Stage

2. Mutual - Toggle Mutual Event

3. Kanban - Switch to Kanban view

4. Gantt  - Switch to Gantt chart view

5. New - Create new Event

6. Search bar

7. Filter - Select  view filters
   

   

   1. My Events Only

   2. Open Events Only

   3. Mutual Events Only

   4. Internal

   5. Partner

   6. Customer

   7. Other

8. Expand Playbook view area

9. Show all Checklist items in all Events

10. Playbook Export
    

    

    1. Mutual Plan Export - Export will include only Mutual Events

    2. Playbook Export - Export will include all Events

    3. Format: Excel

    4. PDF

    5. Web Presentation

11. Gear icon

    1. Refresh - Refreshes and updates

    2. Move Events - Changes the timing of Events in Playbook

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12. Stage - Displays Stage name

13. Status - shows the actual status of the event. Click on the button to change the Event Status
    

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    1. Not Started -The Event has been not started yet - Nobody is working on it

    2. In Progress - The Event is in progress

    3. On Hold - Event is on hold

    4. Completed - The Event has been completed

    5. Canceled - The Event has been canceled.

    6. Not Applicable - Event is not applicable to this deal.

14. Event Name

15. Checklist Items

16. Edit Event - Opens a modal to edit Event details

17. Help and Jpb Aids - Opens a modal to access company provided Support Materials

18. Attachments - Indicates the presence of and accesses attachments

19. Edit of Delete Event

20. Current Stage - Displays the Current Stage 

Gantt

The Gantt chart illustrates the Events in a Grid and Bar area. 

If auto stage progression is set, events are sorted by the stage to which they are assigned. (These settings are made when creating a template for a given ClosePlan) 

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  Toolbar

•  - Toggles visibility of the Sidebar 

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   - Switches Events view between days, months, year or fit events to the visible Gantt area.

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   - Scroll the Gantt area left and right or to today's date.

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   - Toggles visibility of critical path

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   - Export data as Excel, PDF, Image or MS Project

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   - Enables you to move or resize individual Events in the Gantt area

•  - Returns back to the Event List or Kanban

 Sidebar area 

The Sidebar area allows you to:  

• Add a new Event: Click 

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   and add information to the new event panel window.

• View and edit the event: Click on the event you would like to see or edit.

• Hide events - click  by the stage to hide events belong to the stage.

• Hover over the event to show the Event information.

• Click 1x on the event to highlight Event location on the Gantt chart. 

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• Periods (Q2) are set by your organization and mark important dates.

• Close marks the close date of the Opportunity

Kanban

Divides the Events according to current Status. 

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   - Click to create a new Event

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   - Displays all events across entire ClosePlan

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   - Displays Events assigned to the current stage

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  - Switch to Gantt chart

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   - Switch to Event List

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   - Click on an individual Event node to open the Event information.

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