Fin for Sales: Create your Playbook
Generate and configure the playbook that tells Fin for Sales how to qualify and route your sales leads.
Your sales team already knows how to qualify leads: what to ask, how to prioritize, and where to route them. Fin for Sales can run that process automatically, but first it needs to understand how your team works. That starts with the playbook.
This lesson is part of the Fin for Sales course.
Prerequisites
Before you begin, make sure the following are in place:
- Fin for Sales access: Go to Fin AI Agent → Sales to get started.
- Pricing page URL: Have your company’s pricing page URL ready.
- Your qualification criteria: Know how your team currently qualifies leads: what information you collect, what makes someone a good fit, and what happens next.
Video transcript
At the heart of Fin for Sales is the playbook. It tells Fin what to find out from a prospect, how to qualify them, and what to do next. The great news is we don't have to build this from scratch. When we generate a playbook, we'll see two fields. First is our qualification process. We can describe in natural language what Fin should collect, how to decide on an outcome, and what actions to take. Think of it like briefing a new rep. We can even attach an existing sales playbook or notes to have Fin structure this process for us. The second field is the pricing page URL. This helps Fin understand your plans, limits, and any upgrade paths you may have. In fact, if we just paste our pricing page URL in, Fin can generate an entire playbook from that alone. When we hit generate, within a couple minutes, we'll have a complete draft ready to review. Fin will have already configured our data fields and routing outcomes, and a quick reassurance, this won't affect your Fin for service setup at all. Take a few minutes to review these two things. First, data to collect. This is the information Finn gathers during the conversation, like a company name, job title, use case, or team size. Check that these match what your team needs and fill in any gaps. Second is outcomes. The possible paths a conversation can take, like book a sales call, route to support, or disqualify. You can always come back and refine these after testing, which we'll cover shortly. So let's look at how a routing outcome actually works. Each one has two types of conditions, prerequisite and optional. Prerequisite conditions are nonnegotiable. Every single one of them must be true. So if you need a work email and the company of at least a thousand people, both have to match. Optional conditions, however, need at least one to be true. The prospect, for example, is in a target industry or mentions a specific use case or is above a revenue threshold, for example. Any one of them qualifies. We can also use Fin's judgment. So the hard criteria we just set works well for clear and objective signals, like company industry or team size. And Fin's judgment works better for nuanced ones, like whether a prospect seemed genuinely engaged even if they don't tick every box yet. Keep these conditions simple and unambiguous. A good rule of thumb is Fin should be able to evaluate them as true or false. You can also ask Fin to collect additional data to enrich the leads and give our team better context, like the tools or solutions the prospect is currently using. The last thing to set up inside each outcome is actions. This is where you can allow a qualified lead to book a call. We can also set up follow-up workflows. Now these are optional, but super useful when you need an outcome specific behavior. For example, a qualified enterprise leads might get assigned to your enterprise inbox with a specific data connector that updates a Salesforce field, while a self serve lead gets tagged differently and routed elsewhere. Each outcome manages its own actions independently.
Quick reference: how outcome conditions work
The video walks through the full playbook setup. The condition logic for routing outcomes is worth having as a quick reference. Each outcome uses two types of conditions:
| Condition type | How it works | Example |
|---|---|---|
| Prerequisite | Every condition must be true. All are non-negotiable. | Work email provided AND company size is 1,000+ |
| Optional | At least one condition must be true. Any single match qualifies. | Target industry OR specific use case OR above revenue threshold |
Keep conditions simple. A good rule of thumb: Fin should be able to evaluate each one as true or false. For signals that are harder to pin down, like whether a prospect seems genuinely engaged, use Fin’s judgment instead of hard criteria.
Your generated playbook is a starting point, not a finished product. Review the data fields and outcomes Fin creates, check they match what your team actually needs, then start testing. You can always come back and refine conditions, add enrichment fields, or adjust actions after seeing how real conversations play out.
