When a playbook can help
A playbook is useful when people approach similar deals differently, new staff have to learn everything by observation or managers have no agreed process to coach against.
What a playbook can contain
- Target clients and buying roles.
- Qualification questions and sales-stage criteria.
- Discovery questions and meeting preparation.
- Proposal and fee-discussion guidance.
- Follow-up responsibilities and CRM requirements.
- Measures for reviewing the process.
Building the playbook
Start with the way your team sells today. Review relevant deals and speak with the people doing the work. Agree the process, try it on current opportunities and revise the guidance where it is unclear or impractical.
Keeping it useful
Nominate an owner and a review schedule. Update the playbook when services, buyer needs or the sales process change. Use it in onboarding and deal reviews so feedback from the team reaches the owner.
Fees and timing
Fees are quoted after a discovery call. The proposal sets out the work, the people involved, the timing and the fee. Any ongoing support is agreed separately.
Questions about playbooks
Can we use our existing material?
Yes. Existing proposals, guides and stage definitions are useful inputs. The review can identify what to keep, revise or add.
How long should it be?
Long enough to guide the work, with a structure people can find their way around. Detailed reference material can sit separately from the everyday guidance.
Can coaching help the team use it?
Coaching can help people apply the playbook to live opportunities and identify where the guidance needs work.
Discuss a sales playbook
Email Christopher with a short description of your business and what you need help with. Arrange a conversation.