Playbooks and Process
The most successful B2B (business to business) salespeople and sales organisations are those that work together as a well-co-ordinated and practised team, adhering to a tried, tested and optimised way of selling.
Research by the Aberdeen Group’ shows that organisations that have deployed a Sales Playbook sell 8% more against target than organisations that have not yet deployed a Sales Playbook.
54% of salespeople using a Sales Playbook are likely to meet their sales target. That figure drops to just 46% where there is no Playbook is available the sales team.
Sales Playbooks are helping sales organisations meet sales targets more easily and with greater predictability.
The problems that a lot of B2B sales organisations face is that any given sales process can be complex with twists and turns that are not always predictable.
And even with less complex sales your salespeople may be handling so many opportunities at any one time that it is impossible for them to be do exactly the right thing all of the time.
A Sales Playbook builds upon your established sales process to embed best practice into every-day selling, thus increasing the success of your salespeople. It’s a sales tool which takes existing best practice in Sales and turns it into a step-by-step guide for each deal for all.
Everyone in the Sales team has the benefit of access to the tool and a well-designed Playbook is referenced and used every day by the majority of sales professionals.
We undertake root and branch reviews of our clients’ sales functions to identify areas for improvement which robustly tested in stakeholder workshops.
The workshop brings together your nominated sales professionals to discuss, share and agree best practise.
These facilitated workshops are great opportunities to reflect on what has worked well in different sales situations, and what has worked less well. The key attributes of success and best practice are identified and retained.
This is best practice which is documented and reviewed with your sales leaders until approved; at which point the new process is shared with everyone in and around the sales team.
You can have the best services and products in the market but if your Sales Team isn’t working systematically and consistently in the optimal way your revenues will be way down on where they could be.
