There are thousands of books on selling, but how many are about selling your solution?
Do you want to have consistent success within your sales organization? Would you like to create more top performers? Would you like to duplicate the results of your best channel partners? There is a powerful and effective way to accomplish this. Using our established Sales Process Mapping methodology, the Sales Process Group meets with key individuals within your organization to map and document your complete sales process, and build a Sales Playbook.
A Sales Playbook is a Sales Knowledge Management system containing information and experiences on the most successful ways to sell your product. The Sales Playbook is not simply about your sales process, but is the accumulated wisdom of reps, managers, marketing staff and others who have had experience selling to your customers. Once the content has been gathered, it is entered into an online, collaborative environment, making it easy to update and add new content. Please read more about what is in a Sales Playbook.
Use Cases
A Sales Playbook can be developed for a number of scenarios. Here are a few examples:
Improve the Success of your Team
- You've got a few top performers, a bunch of reps treading water, and a few not near quota. How to you build consistency and raise the level of success throughout your entire sales organization? You provide a Sales Playbook as a method for sharing the sales knowledge of your collective sales team.
New Sales Organization
- Your company is experiencing rapid growth in the sales department. You want to develop and maintain consistent messages and actions as your team grows, and share common successful experiences. A Sales Playbook is perfect for this.
New Product Launch
- You've just released a new product, and want to make sure your team understands the best way to position it and present it to customers. In addition, you want to build a repository of what works, and what doesn't in the sales cycle. You need a Sales Playbook.
Mergers and Acquisitions
- You've just merged with another company. You need to get their sales team up to speed on your products, and need to train your own organization on how to sell your newly acquired product line. Time for a Sales Playbook.
Channel program launch
- You want to sell your products though a channels organization, and need a centralized, secure source of product and sales information. It needs to be simple, effective and compelling, an ideal situation for a Sales Playbook.
