5 Traits of a Ridiculously Good Sales Playbook
Do you want your business to have an organized sales playbook that highlights best practices for increasing effectiveness and winning more deals? Beyond outlining your sales strategy and serving as a reference tool, your playbook should drive ridiculously good results. So, we will share five traits of an outstanding sales playbook without further delay.
1. Tailored to Your Business
Your sales playbook must align with your strategy, markets, and products. Likewise, each section is tailor-made for your business, sales markets, and sales team. The playbook shouldn’t be created in a vacuum and should leverage a cross-section of your internal team.
2. Created or Built for Existing and New Sales Reps
Not only does a sales playbook effectively onboard your new hires, but it also serves as an excellent referencing tool for your existing sales team. A supreme sales playbook can be used as a guide while onboarding new hires and is a beneficial referencing tool for your current sales team. Also, creating consistency within your sales process is essential: your business’s best techniques should be packaged up and reviewed periodically. Effective content includes:
- Ideal client profiles
- Current trends
- Sales plays
- Buyer personas
- Sales conversation messaging
- Common objections
A valuable playbook will consistently enhance your existing team’s sales skills while setting up your new reps for success.
3. Aligned with How Your Customers Buy
It’s essential to know who your buyers are and how they acquire your goods and services. Therefore, a sales playbook should clearly articulate how your clients buy and equip your team to lead the buying process successfully.
4. Drives Sales and Marketing Alignment
Do you want to narrow the divide between your company’s sales and marketing teams? Do you want to limit the divide between your company’s sales and marketing teams? Using the sales playbook provides marketing content (product literature, brand messaging, case studies, and beyond) in context and structure to propel your team’s ability to have successful sales conversations.
5. Multi-Platform Tool for Today’s Seller
What is the makeup of your team? Are they old school or millennial and generation Z? Do they work best with a tangible booklet or an app? The answer is both! It must be flexible with how your sellers consume content. An ideal sales enablement platform/app provides:
- Ease of use
- Adequate preparation for sales meetings
- Live updates related to new sales tips, product information, videos, and more
Most importantly, it must be intuitive and provide a valuable experience to the seller.
Are you ready to have a ridiculously good sales playbook? We would love to help! Contact us at: