{"id":4335,"date":"2016-03-04T16:55:00","date_gmt":"2023-10-18T16:55:21","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4335"},"modified":"2023-10-18T17:35:59","modified_gmt":"2023-10-18T17:35:59","slug":"how-smbs-should-write-sales-playbook","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/how-smbs-should-write-sales-playbook\/","title":{"rendered":"How SMBs Should Write A Sales Playbook"},"content":{"rendered":"\n

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For all the sports metaphors you hear in business \u2014 we call groups of coworkers \u201cteams\u201d and our leaders are sometimes \u201ccoaches\u201d \u2014 only certain kinds of organizations go as far as issuing a playbook for their sales teams. <\/p>\n

Sales playbooks have become fairly common in large organizations, for example, where there\u2019s a recognized need to have consistent, repeatable processes for processing purchase orders and essential market research. In contrast, Canadian small and medium-sized businesses might consider the idea of a sales playbook premature, if the numbers those actually getting in front of customers and prospects is still small. They might also be daunted by the resources required to write one \u2014 this is a project often farmed out to marketing communications or other functions in a big company. <\/p>\n

Even if you don\u2019t call it a playbook, though, pulling together information that makes sales pros more prepared for their next call or in-person appointment is a great way to evolve from an ad-hoc to a strategic approach to growth. No wonder Aberdeen research published a report a few years ago that suggested best-in-class companies are twice as likely to have a sales playbook<\/a>. <\/p>\n

Try breaking the concept of a sales playbook into a few pieces to make it a bit more feasible if you\u2019re an SMB. Like this: <\/p>\n

Start With Vision, Values And Your Core Offering<\/b><\/p>\n

Some of the content in sales playbooks might seem like common sense, but it\u2019s always useful to document the things that are core to your identify as an organization. SMBs may communicate some of these things during the hiring process \u2014 it makes sense to ensure your recruits understand your mission statement, for instance \u2014 but such details need to be communicated to outside parties such as prospects when you\u2019re trying to build a relationship. Some of the following could be bullet points that sales teams can memorize over time: <\/p>\n