Building Your Sales Playbook
Sales playbook creation can seem like a burdensome business task in pulling all aspects of a sales strategy into a comprehensive template. So, it’s worth remembering that a sales playbook acts as a roadmap for salespeople and sales teams to guide them through the entire sales process. It documents all the steps from how to research and find a lead to qualifying an opportunity plus all the markers towards closing a deal. The sales playbook should also outline the sales methodology, techniques, and expectations for each salesperson’s role.
The ultimate aim of the playbook is to make sure that everyone is aligned to the sales strategies and tactics and the sales efforts are all on the same page. Building detailed sales plays within the playbook will instill best practices into the sales process and make all the sales steps repeatable and scalable. Each sales play should include the approach, what qualifies as a genui...