Transcript: Hi! I am Anna Talerico with Married2Growth and today we’re starting with a basic concept. What is a sales playbook?
A sales playbook is a collection of everything a sales team needs to sell. To me, that means a single destination for everything that touches the sales team. From processes to tools to talking points, key messaging and other resources.
One way I view the quality of a sales playbook is by how helpful it is. As an outside sales professional, if I can review a sales playbook and understand an organization’s buyer, their sales process, key messaging and how to access resources, that’s an A+.
Salespeople need everything accessible to them. As sales leaders, we want to optimize the time reps have to open new opportunities and work their deals. Every minute they spend hunting for information, making something up because they don’t have a quick reference, or inventing new content is a minute they aren’t opening and closing deals.
So, while creating and updating a sales playbook can be a big effort, it’s directly proportionate to the impact it can make on your team—both in saving them time and in helping them do their job better. Every investment you make in a useful, comprehensive playbook comes back to you ten-fold in your sales effectiveness. So that’s it. I would love to hear what’s in your sales playbook so I will hope you will connect with me. Thanks for watching!