Making the Right Call: Why Your Company Needs a Sales Playbook

by Inbound Sales Network

When a sale is on the line it’s crucial to be able to quickly assess the situation and know what play to call next.

That’s where a sales playbook comes in. “Like a playbook to a quarterback, sales playbooks can provide the pivotal next move to a salesperson,” writes Andrew Hunt, founder of Inbound Sales Network, in a post for the company blog. “They can shorten sales cycles, increase win rates, ramp up new salespeople, increase deal sizes and optimize overall sales performance. In other words, they help salespeople win.”

Hunt references sales enablement developer Qvidian’s four steps to developing a winning sales playbook, including assessment and preparation, collaborative design, launch, and revision. For more on designing the right sales playbook for your team, read the full post here.

Related Content from OpenView:

Sales reps may have their own individual strengths and focus areas, but it’s important that they are able to act cohesively as a team. Starting on the day they are hired, they therefore need to know what your expectations are. This OpenView Labs post will provide you with a plan for successful onboarding with a thorough and detailed sales handbook. Salespeople aren’t the only ones who could use an established list of plays. Read this OpenView Blog post to pick up a few tips on developing a content marketing playbook.