Sales is a Multiplayer Game

Sales often evokes the image of lone wolves—individual contributors pursuing targets with relentless focus. But at folk, we’ve come to embrace a different mindset: sales thrives when it’s multiplayer.

When salespeople collaborate, share insights, and learn from each other, the results speak for themselves. Not only does this approach lead to better outcomes, but it also fosters a culture where everyone feels part of a team. And for me, that’s one of the things I’m most proud of at folk.

Here’s how we’ve made sales a multiplayer game. I hope these learnings might help other folks out there trying to make sales collaborative.

0. Lead with culture

Collaboration doesn’t happen by chance; it requires a deliberate mindset. The foundation of a multiplayer sales environment is cultural. You need a team of people who genuinely want to see their peers succeed.

At folk, we’ve cultivated a culture where sharing knowledge is celebrated. Wins are team wins, and lessons from losses are seen as opportunities to grow together. The whole is more valuable than the sum of its parts.

1. Make dashboards and metrics public

Transparency is key to collaboration. Each salesperson at folk has their own dashboard (the “AE Dashboard”) —showing everything from closed deals to conversion rates—and these dashboards are visible to the entire team.

This isn’t about competition; it’s about sharing learnings. When someone excels, the whole team can analyze what worked and apply those insights to their own approaches. Conversely, if someone struggles, the data becomes a starting point for improving.

Here is an example below, each salesperson can just filter by its name. 

2. Do sales call reviews

One of our favorite rituals is weekly sales call reviews. I share already in this post. Each week, one salesperson brings a recording of recent calls picked randomly and analyze it for the team.

Feedback from peers uncovers blind spots and sharpens everyone’s approach + it creates trust to speak up, share feedback so everyone can keep improving.

3. Share insights from wins and losses

Every deal has a story. The ones you win teach you how to replicate success.

We encourage our team to regularly share insights from both:

• What worked: Strategies, scripts, or techniques that led to a closed deal.
• What didn’t: Reasons a deal fell through and lessons learned for next time.

This collective pool of knowledge becomes a resource everyone can draw from, creating smarter, more adaptable salespeople.

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4. Create and Share Materials

A multiplayer game needs tools that everyone can use. At folk, we’ve built a library of resources that salespeople can access and improve upon, including:

• Sales decks that reflect our brand and value proposition.
• Quote templates that save time and standardize communication.
• Follow-up email templates that convert leads into conversations.

These materials aren’t static—they evolve based on team feedback, ensuring they’re always relevant and effective. I shared more learnings about the materials that help our sales team sell more.

For example, here is a shared email template (in spanish this one!) every sales can use for follow-ups by email or on Linkedin, and that get adapted based on the contact data.

5. Organize collaborative learning sessions

Once a month, we bring the team together for learning sessions. These aren’t lectures—they’re workshops where salespeople collaborate to tackle a specific topic.

For example:

• Competitor reviews: Identifying key differentiators and counterpoints.
• Persona deep dives: Brainstorming tailored approaches for our customer.

Learn the rules to win

Sales is a multiplayer game. By setting up a culture & processes that goes in that direction, I believe it makes your team close more and individuals enjoy the journey better!