In this episode of the Selling in Asia Podcast, Managing Director Tom Abbott shares how to get started on creating an effective sales playbook for your team. Why? Because he finds that most organisations don’t use a sales playbook.
Furthermore, they have superstar sales reps who outperform the others, while some continue to struggle, and no one knows why. Then, perhaps worst of all-, the new hires they add to the team are left to figure things out on their own instead of having a good head start with the proper training they need.
Therefore, an effective sales playbook is an indispensable guide for the team to follow created in line with its best practices. So, give your underperforming sales reps have a better chance of joining their peers at the top by learning how to create an effective sales playbook below.
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What is a sales playbook?
Playbooks are your sales team’s holy grail; they encompass the best sales practices and how to use them in relevant situations. Likewise, sales playbooks’ are an excellent and valuable resource for sales and marketing teams to recall and implement in real-time because they’re ideal for gaining insights to aid the sales process’s refinement. This helps teams to collaborate and determine where the best opportunities are, identify any roadblocks before they happen, and agree upon their message to prospects.
In conclusion, an effective sales playbook contains all of the necessary strategies, content, and templates that your sales reps’ need to close more deals and excel in their role.
What is the purpose of a sales playbook?
Sure, a person’s inherent creativity, charisma, and personality can be all it takes to close a sale on occasion. However, possessing solid sales fundamentals enables someone to perform well consistently. Besides having the right personality for the job, effective selling requires the ability to follow a proven process- that is what a sales playbook provides.
How To Create A Successful Sales Playbook
A good sales playbook pulls together a wide range of different material into one convenient manual. While the bulk of a playbook contains training and reference material, there is room for other types of information. Most sales playbooks contain much of the following sections:
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