Build sales follow-up sequences and playbooks

Before you begin

Choose a source record type for a sequence and agree what the colleague should do at each step. Use a playbook for guidance that needs no automated execution.

Follow these steps

1. Create a sequence, select its record type and add Task, Draft or Wait steps in the required order.
2. Give each step a clear title and, where applicable, instructions. Set the delay in days and save.
3. Use Test with a record to inspect the proposed actions before review. Obtain independent approval and publish before live enrolment.
4. Choose Enrol a record only for an authorised accessible record, then monitor the run in Enrolment history.
5. For a playbook, enter the guidance and expected outcome, save and complete review/publication. Open it as a reference during sales work.

Fields and options

Sequence steps

1–30 steps; title up to 160 characters, body up to 5,000, delay 0–365 days. Expanded delay/action nodes must fit the automation limit of 40.

Wait

A zero-day explicit Wait still becomes a minimum one-minute delay. A day is 1,440 minutes.

Playbook

Guidance body up to 30,000 characters and expected outcome up to 1,000.

Rules and limits

• A Draft action creates internal draft work; it does not send an email. A Task uses the supported task hand-off and current permissions.
• Publishing does not enrol all matching records. Manual enrolment is explicit.
• A playbook does not place calls, change deal stages or contact customers automatically.

Check the result

• Check the dry test’s steps, delays and target identity.
• After authorised enrolment, inspect the run history and the resulting accessible task or draft activity.

If something does not look right

• If enrolment is blocked, check the published state, source type and permissions needed by every action.
• If the expanded sequence is too large, reduce steps or separate the follow-up process.

Common questions

Related tasks

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