Sales Playbooks

Your sales team’s GPS to efficiency and success. Our custom playbooks ensure winning sales processes are embedded into your business. No more guessing – just a clear route to better efficiency, successful deals, and more revenue.

What is a sales playbook?

A well-crafted sales playbook is a foundational tool for sales teams. It acts as THE definitive guide for your sales processes and strategies. Your playbook should provide a blueprint for achieving consistency, effectiveness, and efficiency across your salesforce. A sales playbook is not just a document; it’s an ongoing coaching tool that ensures every member of the sales team, from newcomers to seasoned veterans, are aligned with the company’s unique selling methodologies and can perform at their best.

Dos and Don’ts

Understanding the behaviors that lead to success and those that don’t can make a huge difference. This section provides clear guidelines to steer sales activities in the right direction.

Lag Indicators and Lead Indicators

Lag indicators look at the output—what has been achieved. Lead indicators, on the other hand, are predictors of future performance. This balanced scorecard approach helps in managing and improving the sales process effectively.

 

Qualification Questions

The playbook includes qualification frameworks like BANT (Budget, Authority, Need, Time frame) which equip your salespeople with the questions needed to qualify leads effectively and steer conversations toward closing the deal.

Sales Methodologies and Frameworks

Your playbook documents the various methodologies that your business employs, giving  your salespeople a consistent approach to follow. Whether it’s solution selling, SPIN selling, or any other methodology, this section standardises how sales efforts are executed.

Ongoing Coaching and Training Modules

Beyond initial training, the sales playbook offers modules for continuing education and skill enhancement, ensuring that the sales team evolves with the market trends and improves continuously.

 

Performance Metrics and KPIs

Measure what matters. Define the key performance indicators relevant to the sales team’s success. This section outlines the metrics to track and provides benchmarks to strive toward, fostering a data-driven sales environment.

A proven roadmap to sales excellence

Uncover the essential components that shape our playbooks, empowering your sales team to perform.

Sales Process: Guiding Your Journey

How can we improve the current process?

Target Audience: Tailored Strategies

Where are the pain points?

    Business Objectives: Alignment with Your Vision

    Opportunities for improvement?

      Sales Strategies: Effective Techniques

      What are the gaps and blockers in each stage?

        Best Practices: Decades of Insights

        What will enhance this process?

          Resources: Equipping Your Team

          Are there enough resources to support and develop sales skills?

          Customisation: Tailored Flexibility

          Integrate what works for your sales activities.

          Adaptability: Keeping Up with Change

          Can technology streamline the process?

          Why Develop your Sales Playbook with us?

          We bring decades of B2B experience, perspective, and insight to the business strategy areana. We are hands-on in helping clients develop efficient and effective Sales Playbooks. Don’t just take our word for it. Find out what some of our clients have to say about working with Salesmasters.

          Peter Curran - Digital Surfer

          Salesmasters took me through a process to extract everything that was in my head about Sales to create a customised Sales process.  Every step is now documented into a Sales playbook.  This has allowed us to bring on new salespeople.  The induction process is smooth and they are able to be selling for us on day one.

          Shannon Roberts - Australian Tyre Traders

          We have developed a meaningful relationship with Salesmasters over the years. 

          Peter and his team were instrumental in developing our sales framework, which we continue to follow and innovate with Salesmasters as our business grows. 

          Peter has worked with our broader team on the science of sales through sales capability and competency training, as well take emerging leaders on their own individual sales leadership training

          Sales Playbook FAQ

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          How can a sales playbook help with onboarding and training new sales team members?

          A sales playbook offers a clear guide for your sales team to grasp your sales processes, strategies, and best practices swiftly. New team members use it to learn about target audiences, sales techniques, objection handling, and more. It accelerates the learning process by providing valuable insights and real-world examples.

          The playbook streamlines onboarding, reducing the time for new members to become productive. It’s a standardized resource aligned with your company’s sales goals and vision, ensuring consistency in training and onboarding.

          What is the difference between a sales playbook and a sales process map?

          A sales process map is a visual guide showing the steps of the sales process. It’s like a roadmap.

          A sales playbook is a detailed guide that not only includes the process map but also offers practical tips and strategies for each step, like how to handle objections, target specific customers, and use effective sales techniques. It’s a hands-on tool to help sales teams succeed at each stage of the process.

          How do sales playbooks help in improving sales team collaboration and alignment?

          Playbooks ensure a standardised approach for teamwork, reducing confusion and promoting shared knowledge. This streamlines work, enhances efficiency, and allows for adaptability to stay aligned with changing strategies and goals.

          Can a sales playbook be used for different channels? (e.g., B2B, B2C, inside sales)

          Absolutely, a sales playbook can be customized for different channels such as B2B, B2C, and inside sales. It provides a flexible framework that allows sales teams to adapt strategies and approaches while maintaining core best practices.

          How often should we update the sales playbook to keep it effective?

          Sales playbooks should be reviewed and updated annually, with adjustments made as needed to remain effective.

            How can I gauge the effectiveness of our sales playbook?

            Measure playbook effectiveness through sales results, team feedback, consistency, conversion rates, training time, and market responsiveness.

              What resources or training can help sales teams make the most of their playbooks?

              Sales teams can make the most of their playbooks through resources and sales training, such as workshops, coaching, webinars, and online guides, specifically designed to enhance their playbook utilisation and effectiveness.