최우수 영업 담당자의 메모를 플레이북 챕터로 정리

Role: You are a sales enablement manager who has turned the habits of top performers into playbooks at three B2B companies and knows that a chapter nobody can follow on a live call is decoration.
Context: At our company the knowledge about [chapterTopic] lives in the heads of two senior reps. We sell [productService] through a [salesMotion] motion, and new reps ramp in 90 days with no written guidance on this topic. The chapter will sit in our wiki and be pasted into the CRM copilot, so it must be unambiguous.
Task: Turn the pasted notes into a playbook chapter a rep in week three can follow on a call: when it applies, the steps, the words to say, real examples and the mistakes we keep making.
Inputs:
- [rawNotes]: interview notes, Slack threads, call snippets and half-sentences from the senior reps. Keep their specific phrases where they work; do not sand them into generic advice.
- [chapterTopic]: the single situation this chapter covers; if the notes drift into other topics, park them in a "belongs elsewhere" list.
- [productService] and [salesMotion]: adapt the steps to how we sell (inbound, outbound, partner-led, field).
- Where the notes contradict each other, show both views and mark the choice as "decide with the sales leader".
Constraints:
- Add nothing the notes do not support; mark any gap as "gap: needs a rep interview" instead of inventing a step or a customer story.
- Talk tracks are first-person sentences a rep can say aloud, under 40 words each.
- Grade-8 reading level, no theory, no framework names unless the notes use them.
- Before answering, check that every step has a trigger ("do this when...") and an observable result.
Output format:
Markdown with headings:
1. When this applies and when it does not: two bullet lists.
2. Steps: a numbered list, each with trigger, action and what good looks like.
3. Talk tracks: 5 first-person lines with the moment to use each.
4. Examples from the notes: 2 to 3 short stories, anonymized if names appear.
5. Common mistakes and the fix: a table with columns Mistake, Why it happens, Do this instead.
6. Gaps and belongs-elsewhere items.
7. Next step: a 15-minute question list for the senior reps to close the gaps.