From ee6b333f646a7608cbd0369270ab3fe59b49ffdd Mon Sep 17 00:00:00 2001
From: Sam Pfluger <108141731+Sampfluger88@users.noreply.github.com>
Date: Wed, 4 Feb 2026 15:39:39 -0600
Subject: [PATCH] Create sales-playbook.md (#39345)
---
handbook/sales/README.md | 2 +-
handbook/sales/sales-playbook.md | 20 ++++++++++++++++++++
2 files changed, 21 insertions(+), 1 deletion(-)
create mode 100644 handbook/sales/sales-playbook.md
diff --git a/handbook/sales/README.md b/handbook/sales/README.md
index 4b5228cd46..624d6d222b 100644
--- a/handbook/sales/README.md
+++ b/handbook/sales/README.md
@@ -173,5 +173,5 @@ Please see [handbook/company/communications#customer-support-service-level-objec
Please see [handbook/sales#create-a-customer-agreement](https://fleetdm.com/handbook/sales#create-a-customer-agreement) for all sections above.
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+
diff --git a/handbook/sales/sales-playbook.md b/handbook/sales/sales-playbook.md
new file mode 100644
index 0000000000..20b3d7ca4a
--- /dev/null
+++ b/handbook/sales/sales-playbook.md
@@ -0,0 +1,20 @@
+# Sales playbook
+
+
+## Rules of engagement
+
+### Parent / Child Account Ownership Policy:
+
+Owning a parent account does not automatically grant ownership of its subsidiaries. Each subsidiary is treated as its own sellable account. Exceptions (e.g., truly centralized buying) must be explicitly approved by SVP Global Sales.
+
+
+### Opportunity splits between AEs
+
+- If an opportunity is ~50% through the sales process, ownership of execution should be reassigned to maintain momentum, with a commission split and quota relief reflecting remaining work.
+
+- The originating AE retains credit for work completed; the covering AE earns commission and quota relief proportional to whatβs left (e.g., a deal at 75% β 25% split to the support AE).
+
+
+
+
+