CRO · Playbook · Advanced · Saves 70+ hours
Sales Motion Design Playbook
A playbook for designing the right sales motion for your product and market.
What's included
- Sales motion types and characteristics
- Selection criteria by ACV
- Hybrid motion design
- Transition playbooks
- Performance benchmarks
Best used when
- Choosing between sales motions
- Moving up/down market
- Designing hybrid approach
- Optimizing sales efficiency
The template
The Template
MOTION TYPES
Sales Motion Comparison
| Motion | ACV | Cycle | Touches | Rep Profile |
|---|---|---|---|---|
| Transactional | <$10K | <30 days | 5-10 | Volume-focused |
| Velocity | $10-50K | 30-60 days | 10-20 | Efficient closer |
| Solution | $50-200K | 60-120 days | 20-40 | Consultative |
| Enterprise | $200K+ | 120+ days | 50+ | Strategic seller |
Motion Selection Guide
SALES MOTION SELECTION
YOUR PRODUCT:
Average deal size: $_____
Sales cycle length: _____ days
Stakeholders involved: _____
Implementation complexity: Low/Med/High
RECOMMENDED MOTION:
ACV <$10K + <30 days: Transactional
ACV $10-50K + 30-60 days: Velocity
ACV $50-200K + 60-120 days: Solution
ACV $200K+ + 120+ days: Enterprise
YOUR MOTION: _______________
MOTION CHARACTERISTICS
Transactional Motion
TRANSACTIONAL MOTION
CHARACTERISTICS:
• High volume, low touch
• Standardized process
• Demo-centric
• Fast close
TEAM STRUCTURE:
Quota: $600K-1M
Accounts: 200-500
Activities: 50+ daily
KEY METRICS:
• Conversion rate
• Activity volume
• Time to close
• Revenue per call
Enterprise Motion
ENTERPRISE MOTION
CHARACTERISTICS:
• Low volume, high touch
• Multi-threaded relationships
• Custom solutions
• Executive engagement
TEAM STRUCTURE:
Quota: $1-3M
Accounts: 10-30
Activities: Strategic
KEY METRICS:
• Win rate
• Deal size
• Multi-year %
• Expansion rate
HYBRID MOTION
Multi-Motion Structure
| Entry Point | Initial Motion | Expansion Motion |
|---|---|---|
| Self-serve | Product-led | Velocity |
| Inbound SMB | Transactional | Solution |
| Inbound MM | Solution | Enterprise |
| Outbound | Enterprise | Enterprise |
Frequently asked questions
What is the Sales Motion Design Playbook?
A playbook for designing the right sales motion for your product and market.
Who is the Sales Motion Design Playbook for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Sales Motion Design Playbook take to use?
It saves roughly 70+ hours versus building from scratch. Our AI coach can tailor the playbook to your situation in minutes, then hand you a step-by-step plan.
Is the Sales Motion Design Playbook free?
Yes. You can read the full playbook and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Sales Motion Design Playbook?
The coach teaches you the framework, asks a few questions about your business, tailors the playbook to you, and gives you measurable next steps to execute.