Your Sales Playbook

DO YOU HAVE ONE?

You have safety manuals, operations manuals and corporate policy manuals, but do you have a sales playbook?

Regardless of what business you’re in, there will always be a sales component. Your sales playbook describes what you sell and how you want your team to sell it. It should be explicit enough that anyone in your company who is even remotely involved in the sales process can describe the process you use to generate revenue.

• Who is your ideal customer?

• Where and how you do you find your customers?

• How do you reach out and make contact? How often and when?

• Can you describe your sales funnel, along with current status of each account?

• What does your sales cycle looks like?

• What does the buying cycle looks like?

• Do you have sample scripts?

• Does your team understand the qualifying process?

• Do you have objection handling guidelines?

• How many calls per day/week/month are required to meet your targets?

• What are the activities for each stage of progress in the sales funnel?

• How many closed deals are required to meet revenue requirements?

Technology, tools, platforms and details may evolve over time, but the principals behind a successful sales process remain the same.