Sales Playbooks
In partnership with Sales Psychology, we can provide an end to end solution to develop content for your Playbook
What is a Sales Playbook?
A well designed playbook should provide your sales force with a competitive edge in knowing what is the right "play" for any given situation in the sales process.
Our objective for playbooks is to go beyond this strict tactical focus.
We observe that most sales teams - especially national teams of 10 or more sales people - do not enjoy the benefits of scale that should power their results and justify the heavy investment in sales overheads.
Typically, sales teams are falling down in five areas
- Lack of a clear Sales strategy
- Sales people don’t comply with a standard process (and perhaps the process isn't documented or well understood)
- Recruitment and onboarding processes are ad hoc and reactive
- Sales tools are either under developed or not used at all
- Incentives and rewards are not aligned to the strategy
What makes a Sales Playbook work
A well designed playbook should communicate the strategy and document best practice in all of the above areas. Furthermore, there needs to be a two way dialogue between sales people and management on what goes into the playbook. Using collaboration tools - a Sales Playbook evolves over time to develop what is the best sales practice for YOUR business (not some other company).
Finally, we bring measurement tools and the concept of gamification to the Sales Playbook. These two critical components mean that
a) you keep track of the degree of compliance and performance of your sales team in using the playbook
b) the system encourages sales people to collaborate and use the playbook in their day to day sales planning activity
PerformanceCentre provide an innovative soluton for winning Sales Playbooks
Contact us now for more information
