Written by Sean McPheat |
Just imagine if you were faced with a selling situation and you could look up which direction or action to take from a book that contained step by step instructions written down by the very best sales people in your company – do you think that would improve your results?
Of course it would!
Well, enter the SALES PLAYBOOK!
Now for those of you that a familiar with American Football you’ll have heard of what a playbook is but for those that don’t here’s a quick explanation. A playbook lists all of the moves, positions and tactics that an American Football team uses.
The Quaterback calls out instructions via a special password or series of numbers and everyone on the offensive team knows exactly what to do, where to go and what their role is during that play.
The same analogy can be said with a Sales Playbook. It’s what moves you need to take as a salesperson to get a successful outcome.
So what should a Sales Playbook include?
Well, your playbook should list all of your sales processes from beginning to end. It should detail what to do, what to say, who to get involved, what resources you need, what you need to send the prospect, what to do next – you name it!
You should be able to pick up the playbook and know EXACTLY what to do to maximise your chances of success.
So how should you put a Sales Playbook together?
Well, get your best sales people around a table and map out each of your sales processes (and these can be by industry, product, service – whatever to make it bespoke and specific to your company) and find out who is the best sales person at each step of each process and ask them what they do and then write down what they do and how they do.
Soon you’ll have a “play by play” book of best practices which will become your holy grail!
There’s lot’s more to a Sales Playbook than what I have mentioned but at least you can make a start if you’re not using one already.
Originally published: 25 March, 2009
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