SALES PLAYBOOK Win Bigger Using A Playbook
Choose any team sport at any level , and the coach will always be focused on the playbook for success , and they train their team based on this playbook . Why would we ever consider putting our sales “ players ” on the field without training and practicing before they play in the game ?
Here ’ s what I know : Using a playbook results in bigger sales ! Having a go-to sales playbook for your sales team is proven to build bigger results . But what ’ s the best way to get it done ? Or even to get it started ? You should begin by identifying your top sales problems . Some common sales problems are prospecting / lead generation , selling your true value effectively , and increasing closed sales . Ask yourself what improvements will make the biggest difference and decide where you need to focus first . Below is a simple starter outline you can expand .
1 . Prospecting And Lead Generation : Outline the key activities that really matter to drive results !
• Target Prospect List Prep And Planning : Base your list on prequalifying criteria .
• Warm- And Cold-Calling : Set minimum standards of measurement to meet goals .
• Emailing : Always remain customer-focused and use effective email templates for efficiency .
• Networking : Set targeted events and set goals for the number of leads you generate at each event .
• Referrals : Be proactive ! Ask for referrals after you ’ ve delivered value to your customers and make it easy for them to refer to you .
• Door-Knocking : When making face-to-face sales calls , figure out where else in the area you can stop at and open up . Prep in advance .
• Social Media / Networking : LinkedIn , Facebook , etc . are great tools . People don ’ t want to be sold to on social media , but it is good for building familiarity .
• Leads Tracking And Follow-Up : Track what actions need to be taken and track the status and next steps for leads in your customer relationship management system .
2 . Processes , Tools , And Practices :
• Build processes that make success repeatable . For example , a clear sales process helps your sellers focus on the right high-payoff activities . Plus , it makes your system more trainable .
• Create cheat-sheet tools to helps sellers quickly know what to do and how to be more effective . Tools like qualifying criteria help them identify if a prospect is a right fit , and skills-based tools and training like best questions , objection responses , and success stories illustrate problem-solving results for prospects based on relevant situations .
• Document the best practices of your top producers to help your sellers model the masters and become more effective .
3 . Start Simple : Get started with one thing and improve it ! Work to improve your one big problem and get it moving ! Building a playbook is a continuing process of build , practice , execute , and improve .
Jack Daly is a serial entrepreneur , international sales expert , and author of “ Hyper Sales Growth ” and “ The Sales Playbook for Hyper Sales Growth .” Learn more at JackDalySales . com . n
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