You can create Sales Playbooks for any recurring selling situation where you want to drive repeatable behavior by having all of your sales people use the content, messages and strategies that are proven to work in winning deals. Here are just some of the ways you can use Sales Playbooks:
- Operationalize a single sales process or sales methodology - You may want to drive consistent behavior across their entire sales team, every time they sell. You can build a Sales Playbook to model that proven process.
- Multiple variations of a sales process - You may want to have your sales people follow a consistent approach to selling, while tailoring the process for different situations. You can create different Sales Playbooks aligned by:
- Vertical markets or industries - You may sell very differently to the high tech industry than you do to the public sector
- Size of prospect - You may have one way of selling to large enterprises, and another way of selling to the SMB market
- Type of sales rep - You may want one set of activities for your corporate account executives, and another for your inside sales team for phone-based selling
- Product line - You may want to coach your sales team with different messages and tools for each of your product lines or business units
- Other recurring situations - You can create Sales Playbooks to support:
- Onboarding new salespeople - The sales playbook contains step-by-step guidance along with supporting information that a new sales person needs to get up to speed quickly.
- Cross-selling and up-selling - Sales people often don’t sell outside their comfort zone. You can create Sales Playbooks for reps who are experienced at selling one product, to coach them on how to cross-sell another product.
- Product launches - When your products and marketing teams launch new products, there is a ton of new information you need to get into the hands of your sales people. Simply create a Sales Playbook for that product launch.
- Sales and marketing campaigns - Have a special promotion to run? Create a Sales Playbook that gives sales people the messages, offers, and coaching for that campaign.