In today’s post, we look at the different types of playbooks that should be created and which elements should be in each of them.
Map your playbooks to the different stages of the buying cycle:
Elements required:
- Product information
- Buyer persona
- Social strategy
- Lead qualification process
- FAQs mapped to each stage and Case studies
On-boarding playbooks and Sales training:
To make your new reps feel at home and to constantly reinvigorate your existing reps, devise a playbook that includes training materials. Make sure this playbook is co-created by your top performing and experienced salespeople. This playbook, like all others, must be dynamic in nature. Ensure that your documents are not out of date or boring.
Elements required:
- Company and product background
- Training materials
- Product catalogs, updates and FAQs.
Seasonal selling strategies:
Your sales strategies tend to be more aggressive during special times of the year like holidays, Super Bowls, certain seasons, etc. Keep a separate playbook for such occasions that includes: pitching strategies, customized collateral, FAQs, social selling tips, pricing and discount information.
Whenever you run an exclusive campaign (read: product launch, rebranding, seasonal offers and discounts, etc.) you must create a playbook that will include every detail, document and description about it. Your reps can also use the playbook to communicate directly with your clients, if required.
Sales playbooks are an important part of your sales enablement program and crucial to the growth of your sales teams. Apart from being an excellent source of information, they also promote transparency between management and sales and also within the sales team.
They are an essential tool for arming your sales organization with a proven sales process and training methodology to increase their effectiveness.
With effective playbooks accompanied by the right sales enablement tools, you needn’t worry about your reps getting stuck at any junction on their journey to the end of the sales cycle.
About Mindmatrix:
Mindmatrix offers Channel & Sales Enablement software for direct and indirect sales channels. Mindmatrix is the only provider of a Single Unified Platform that combines PRM software, Direct Sales and Channel Enablement, Channel Marketing Software, Marketing Automation software and Marketing Asset Management. Mindmatrix takes you through every step in the sales process from lead to revenue, enabling your salespeople and channel partners to sell more, faster.
