What is the right way to sell your solution?  Is there a specific approach, a set of experiences, that if shared among the sales team, would make everyone more successful?  Sports teams use Playbooks to diagram and map out the exact steps to achieve the goal of the play.  Now, sales organizations can benefit from the same type of planning and strategy by using the Sales Playbook^®.

 

A Sales Playbook is a documented guide containing information and experiences on the most successful ways to sell your product.   The Sales Playbook is not simply about your sales process,  but is the accumulated wisdom of reps, managers, marketing staff and others who have had experience selling to your customers. It is not a static document, but an ever growing repository of experiences, successes, tactics and strategies.  Why should the 25th sales rep you hire make the same mistakes as your first?  With a Sales Playbook, new reps can learn from all who have sold before them, and can add what they learn to benefit future hires.  

 Use Cases

A Sales Playbook can be developed for a number of scenarios.  Here are a few examples:

Improve the Success of your Team

You've got a few top performers, a bunch of reps treading water, and a few not near quota.  How to you build consistency and raise the level of success throughout your entire sales organization?  You create a Sales Playbook as a method for sharing the sales knowledge of your collective sales team.
 

New Sales Organization

Your company is experiencing rapid growth in the sales department.  You want to develop and maintain consistent messages and actions as your team grows, and share common successful experiences.  A Sales Playbook is perfect for this.
 

New Product Launch

You've just released a new product, and want to make sure your team understands the best way to position it and present it to customers.  In addition, you want to build a repository of what works, and what doesn't in the sales cycle.  You need a Sales Playbook.
 

Mergers and Acquisitions

You've just merged with another company.  You need to get their sales team up to speed on your products, and need to train your own organization on how to sell your newly acquired product line.  Time for a Sales Playbook.
 

Channel program launch

You want to sell your products though a channels organization, and need a centralized, secure source of product and sales information.  It needs to be simple, effective and compelling, an ideal situation for a Sales Playbook.