Playbook should i buy

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Here at Trainual, we strongly believe that building your business playbook is a team sport. This might mean whoever leads your HR team will document your hiring process and how you source great candidates. For one, this will keep building your business playbook from feeling overwhelming.

But it will also ensure your playbook is filled with only the best and most up-to-date information. I mean, seriously, who knows how to do something better than the person who actually does it? And you can be sure that your playbook actually gets filled with your top plays!

Our proof? Your business already operates. That means you have policies and processes built out. Now, you just need to capture them in your business playbook! First, start by auditing what you do. Meaning, write down every process or procedure that your team runs regularly. To make sure you capture everything, divide and conquer.

Then, have them conduct one-on-one interviews with everyone on their team. These interviews should capture who does what and how exactly they do it. After each interview, have them send their notes, the recording, or however they capture the conversation to you.

That way, you can just gather all the information in one place. Once you have all the information in one place, edit it so anyone can understand it. So, no jargon, no skipping steps, and no assuming prior knowledge. Fill in every gap you can think of in simple, conversational language.

As you go through processes, some of your team members might do the same role. One of them will do it best, most efficiently, and most effectively. Only edit this version and put it in your playbook. That way, you can standardize the process so it delivers more consistent results moving forward. A standardized contracting process removes sales rep uncertainty and empowers them to charge ahead based on a previous-agreed-upon set of rules.

Sales forecasting is both an art and a science. Gong eliminates some of the guesswork by using actual activity from both reps and buyers from more accurate forecasting aka, pipeline analytics.

Adding a well-thought-out, sound, consistent forecasting process into your sales playbook also helps keep sales reps focused on the end goal — closing more and bigger deals, faster.

A shoddy or nonexistent forecasting process can bog down one-on-one meetings, create headaches for sales managers, and really jack up revenue projections… which can impact the entire organization, from hiring to product development to capital investments.

SDR to AE. AE to CS. CS to Customer Marketing. Handoffs can be liabilities repeated information, wasted time, unnecessary back-and-forth communications OR handoffs can be opportunities to earn buyer trust and prove that yes, you really were listening and yes, your team does coordinate.

Also, an efficient handoff process can save countless hours. Additionally, an inconsistent process means unreliable data. All CRM-related conversations are not to be trusted. Not good. TL;DR: A solid, well-adopted, everyone-on-the-same-page process matters. They help teams focus on more of what matters filling the pipeline, closing more deals, making more money, etc.

Ensure accounts get the touches they need. Guide routing to proper segment. Create a fair and efficient way to engage accounts. Rules of engagement generally help teams make decisions, prioritize and resolve conflict, share information email vs.

Slack vs. Rules of engagement definitely differ by organization, but at a minimum, they should exist for segments, territories, and accounts. How many segments does your total addressable market TAM include? What are the various segments?

What are the specific criteria for including a buyer in one segment versus another? Can a future customer be in more than one segment? What is the process for defining a segment?

What defines a territory zip code, country, state, region, country, etc. How are territories divided up by rep? What happens if a company has franchises that cross into multiple territories? What are the various types of accounts? What does account ownership look like?

When — and HOW — do new accounts get created? What criteria are used to qualify an account and are there exceptions? How are handoffs from team to team and within a team handled?

Dig deep into these categories. Ask, then answer, as many questions as you can think of. The more clearly defined the rules of engagement are, the less confusion, the more process see above , and the better run your team will be. Try before you buy. Kick the tires. Paid trial. No matter what your organization chooses to market a trial as… most companies offer some type of pilot program — a chance for customers to try out a product prior to completing a purchase.

Your sales playbook must include guidelines for how pilot programs will run. Possible questions to address include:. And the technical setup is a huge component of being ready. Depending on how your environment is set up, pilots can be run on the same platform or in an instance specifically built for paid trials.

Switch-a-roos are not recommended ever. Finally, you are going to want to ensure you have plenty of training materials on hand to ensure a smooth pilot program. Consider setting up a pilot-specific folder of the best-of-the-best calls — easily referenceable for anyone who touches your pilot program. Disclaimer: This section may be the most obvious of all.

You literally cannot — CAN NOT — have a sales playbook without including pricing, specifically pricing sheets and pricing talk tracks. When it comes to pricing and pricing sheets there are two — sometimes three — schools of thought:. No matter your corporate stance on where your price sheet lives, you still need one as part of the sales playbook to have at the ready for all sales reps.

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