Sales Playbook; “do I really need one?”

The simple answer of course is that you don’t! Like many things in life though, you are probably better off with it than without it!

Developing and maintaining a Sales Playbook is perhaps more important than the end result itself. Producing it encourages you to ask critical questions about how you sell. Questions like how to prospect for more clients, how to better integrate marketing and sales, how to introduce your company in 30 seconds, the best way to work a deal, what killer questions to ask a prospect, how to position your features and benefits, and which sales tools make you more effective. What you discover during this process will make you a better sales organization.

Much of selling is repetitive; similar needs, similar problems, similar requests and so on. Your behaviors under these circumstances are learned through trial and error.  They have become intuitive, especially by seasoned salespeople. Consider making these practices available to everyone. Once this “stuff” is out and in material form, it can be taught, transferred, improved upon and referenced.

Our definition of a Sales Playbook is “a documented work in progress which encompasses the best selling philosophies and the best selling mechanics in the organization.”