This tool is essential for companies because 70% of salespeople say that their business's sales process is becoming more challenging, according to this hubspot study .
And you, do you also notice this scenario in your company? Then, stay with us.
Here, we have provided a step-by-step guide so that you can learn how to implement a playbook and discover which elements are most important to your strategy.
Happy reading!
What is a sales playbook?
A sales playbook is a guide for sales teams to identify best practices, tactics, and strategies during various stages of the customer buying journey .
In other words, it indicates what a salesperson should do at a specific point in a sale, whether it is prospecting, promoting or presenting a product or service.
In other words, it is a document that brings together information such as methods for approaching consumers, the most important sales arguments, the most appropriate behavioral profile for a meeting, among other details.
Therefore, we can conclude that the playbook is essential material, especially for new employees, who need to adapt to the company's conduct.
what are the benefits of a sales playbook?
In general, these are the benefits of a sales playbook:
makes training new hires more agile and dynamic;
reduces employees' time creating and repeating content;
points out the most effective sales techniques.
Who should make a sales playbook?
The sales playbook should be produced by a sales ops or a sales team, as telecommunications email list both are familiar with your company's routine, processes and techniques. If possible, hire an external consultancy to broaden your market vision.
However, it is recommended that you pay extra attention when hiring a consulting service . In this case, choose quality companies that demonstrate expertise in the subject.
Thus, the hired professional and the company's leadership work together to build more agile and practical material.
How to make a sales playbook?
Creating a sales playbook involves several steps. These include: choosing the content format, describing the ideal customer , designing the sales process, performance indicators and company history.
Below, you can see the details of each phase of the playbook in practice. Let's take a look!
1- select the format!
Define the format of your material, which can be in pdf, slideshow or physical format.
In the first two you can add various multimedia content, such as: audios, videos or links to the client's website.
Physical material, in turn, limits your development, as it only allows you to include text and images.
With this in mind, choose the style that you consider most suitable for your sales team and, above all, that fits your budget.
2- present your company
with the format chosen, it's time to get down to work, that is, write the content.
It is vital that you reserve an introductory space to introduce your business to the reader.
Here, remember to talk about the company’s history, mission, vision, and values. At the same time, add a brief profile of the directors.