Manage sales personas and theme categories
Sales personas and theme categories are two tagging systems that give your battlecards structure. Personas organize objections by the buyer you’re selling to; theme categories group the reasons you win and lose by topic. Both make battlecards easier to scan and filter, and both can be managed by admins and editors.
What you’ll do
Section titled “What you’ll do”- Open Account Configuration in Settings.
- Create sales personas for the buyer roles you sell to.
- Create theme categories for your win and loss themes.
- Edit or remove them as your positioning evolves.
Before you start
Section titled “Before you start”- You need the Admin or Editor role.
- These are not available on the Free plan.
Open Settings, click Account Configuration in the sidebar to expand it, then choose Sales Personas or Theme Categories.
Create a sales persona
Section titled “Create a sales persona”Personas let you tag objections by buyer role, so a rep can jump straight to the objections a CFO raises versus the ones a CTO raises.
- On Sales Personas, click Add New Persona to open the form.
- Pick a colour swatch and enter a Persona Name (for example CFO, Product Manager, CTO).
- Add an optional Description. A live preview shows how the persona pill will look.
- Click Add Persona.
Create a theme category
Section titled “Create a theme category”Theme categories let you group win and loss themes by topic (for example Product Fit, Pricing, Sales Execution) so patterns are easy to filter.
- On Theme Categories, click Add New Theme Category to open the form.
- Pick a colour and enter a Category Name.
- Add an optional Description.
- Set Applicable To — Both, Win Themes, or Loss Themes — to control which theme type the category can be assigned to.
- Click Add Category.
Edit or remove
Section titled “Edit or remove”Both lists show what you’ve created below the add form. Use the edit control on a row to rename an item or change its colour, and the delete control to remove one you no longer use. Removing a persona or category doesn’t delete the battlecard content it was tagging — it just stops being available as a tag.
Good to know
Section titled “Good to know”- Personas and theme categories are account-wide — everyone building battlecards picks from the same lists, which keeps tagging consistent.
- Theme categories and win/loss categories are different things: theme categories organise the win/loss themes on battlecards, while win/loss categories (under reference data) are the reasons reps pick when recording a deal outcome.