RevOps playbook · AI Employee: Rev

Sales Policy Q&A

Deal-desk asks drop 30%

Install this playbookBack to marketplace
The problem

Sales policy questions come constantly: "can I offer 30-day payment terms," "what's the discount authority for VPs vs. AEs," "how do I handle a joint-selling opportunity with a partner," "what's the referral fee structure," "can I offer a POC longer than 30 days." Rev ops team answers the same questions endlessly; AEs stall on decisions; policies get interpreted inconsistently across the team.

At a glance
Trigger
Chat
Approvals
None
What it does
Read-only
Systems
Sales policy KB
How it feels in production

An hour-by-hour walkthrough.

AE Sarah asks Rev: "customer wants Net 60 payment terms, can I offer that?" Rev consults sales policy: "Per Sales Policy 6.2 (Payment Terms): - Standard: Net 30 - Net 45: within AE authority for deals $50K+ - Net 60: requires VP Sales approval; typical for enterprise + strategic accounts - Net 90+: requires CFO approval; exceptional cases only Your deal (Acme Corp, $180K ACV) qualifies for Net 60 with VP Sales approval. I've drafted the approval request with deal context. Route to VP for one-click approve?" Sarah confirms. Rev routes to VP; approval within 2 hours; Sarah offers Net 60. Every answer grounded in actual sales policy with clear approval path + one-click execution. For policy-adjacent questions ("my customer wants an unusual clause, how do I handle it?"), Rev surfaces closest policy + escalates to sales ops for judgment. Common patterns become policy clarifications.
How it works

Step by step.

  1. 01

    Recognize sales policy question

    Payment terms, discounts, partnerships, POC terms, referral fees, competitive situations, unusual asks.

    Reasoning · Policy topic classifier
  2. 02

    Consult sales policy with grounded citation

    Policy document retrieval + specific section citation. Answers with authority + approval path.

    Sales policy library · Retrieval
  3. 03

    Present options + approval path

    AE authority + escalation options. Draft approval requests where escalation needed.

    Approval matrix · Request drafts
  4. 04

    Execute or route for approval

    Within-authority actions apply immediately. Escalations routed to correct approver with context bundled.

    Slack · Teams · Approval flow
  5. 05

    Learn common questions + refine policy

    Repeat questions surface policy ambiguities. Monthly digest to sales leadership for policy iteration.

    Analytics · Policy iteration
Systems and wiring

What you connect to make this run.

Sales policy document library

read

Source of truth for sales policies. Version-controlled; historical policy for retrospective questions.

Salesforce · HubSpot · CRM

read

Deal context for policy application. Customer info, deal size, current terms.

Slack · Teams · Approval flow

read+write

Primary Q&A + approval surface. Confidential per rep for sensitive questions.

Sales ops queue

write

Escalation for genuine judgment calls. Feedback loop for policy iteration.

What changes

Before and after, honestly.

Time to answer sales policy questions
Before
1-3 business days
After
Under 30 seconds
Rev ops hours per week on policy questions
Before
10-25 hours
After
1-3 hours
Deals delayed by policy uncertainty
Before
15-30%
After
3-5%
Policy interpretation consistency across team
Before
60-80%
After
95%+
Related

Playbooks that pair with this one.

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Discount policy questions integrate with approval routing.

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Comp & Quota Q&A

Same Q&A pattern for comp questions.

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Non-Standard MSA & Redlines

Contract-term policy questions overlap with legal review.

Frequently asked

Answers about this playbook.

What about policies that vary by segment (SMB vs. Enterprise)?

Segment-scoped policy lookup. Deal segment determines applicable policy; Rev consults the right section.

How does it handle policy updates?

Policy update effective from date. Historical questions reference version in effect at time; current questions use current policy.

Can it handle policy questions with edge cases?

Edge cases escalate to sales ops. Rev doesn't guess on genuine ambiguity; escalates with the context bundled for faster resolution.

How does it interact with the sales enablement team?

Common questions feed sales enablement content. Video training, playbook updates, policy clarifications all informed by real question patterns.

What about customer-facing policy questions ("how does your renewal process work")?

Customer-facing responses drafted separately with appropriate language. Same underlying policy; different presentation for external audience.

See it run on your data.

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