A Sales Playbook is made up of Stages and Activities.
Stages are typically used to represent the major phases or groupings of activities within a selling cycle. They can be used to model the stages of a formal sales process, or can represent any logical sequence or categories of activities where you are trying to drive repeatable behavior.
Each Stage of the Sales Playbook contains a set of Activities. These Activities are very flexible and can be used to:
- Access content that will be used to create a deliverable that will be sent to or presented to the buyer.
- Access internal documents that provide coaching tips or guidance to the sales person.
- Represent a milestone or gate in the sales cycle that ensures the sales person has gotten agreement or commitment from the buyer.
- Take the sales person to web sites or other web applications such as OneSource and Hoover’s.
- Launch other software tools the sales person uses such as a price quoting or product configuration application.
- Store information received from the buyer that needs to be shared with others people supporting the deal, such as demonstration scripts and answers to questionnaires.
As the sales person executes the Activities within the Sales Playbook, the Activities are flagged as completed, and the system tracks who did it, when, and how long it took. This information is available in Kadient’s Sales Performance Analytics, which combines it with the sales performance data in your Sales Force Automation system to provide a wealth of visibility into what’s working well and what needs improvement.