Why Your Sales Reps Aren't Performing (And What Actually Fixes It)

Around 20,000 words across 16 to 18 sections, or 55 to 70 pages. The discovery and call-execution sections typically account for a third to more than half of the total.

Can I use a sales playbook template or have AI write one?

A template produces a description of an industry. It cannot contain your differentiators, the objections your specific buyers raise, your proof, your personas, or your comp math, because that information only exists inside your company. Templates are useful as a section checklist and not as content.

What is sales rep certification?

A live demonstration, at the end of ramp, in which a rep proves they can run the company's sales process to the written standard before being given a territory. Venli calls a rep who has passed it Founder Grade.

What is the POWERFUL discovery framework?

POWERFUL is the discovery methodology Marcus Chan documented in Six-Figure Sales Secrets, a Wall Street Journal and USA Today bestseller. It structures the discovery call around the questions that establish what a prospect is actually trying to solve and what staying the same is costing them, and it is the framework used in the discovery section of every Venli playbook.

What does "Founder Grade" mean?

A Founder Grade rep sells the way the founder would, because the founder's method was written down and the rep had to demonstrate it live before earning a territory. It replaces the two default approaches: hire and hope, or shadow and pray.

Why do my reps sound nothing like me on calls?

They learned by shadowing another rep rather than the founder, and inherited that person's habits. The fix is a written standard rather than more shadowing. And if you want our help to build this out for your team, book a call below.