Sports teams use playbooks to organize the complex set of activities needed to execute a game plan, providing a practical instruction guide for coaches and players alike. Now sales managers are adopting the “playbook” concept for constructing sales process guides. They’re finding that sales playbooks provide a helpful framework for communicating goals, coordinating selling roles, focusing sellers on important activities, and ensuring the consistent execution of sales strategy. Supporting the adoption of sales playbooks are several innovative technology platforms and professional services offerings that optimize and automate sales playbooks.
In this Sales Management Association webcast we review sales playbook design from a practitioner’s perspective. Presented by Sales Management Association member Louis Bernstein, SVP Business Development and Marketing at Izenda. He shares his experience designing, implementing, and managing sales playbooks in multiple high-growth sales environments. Topics include:
- Why a Sales Playbook
- Playbooks’ Organizing Principles
- Playbook Implementation Best Practices
- Case Study Example
Sample Playbook Development Work Plan
