1 Grow your leaders. Grow your sales team. Multiply results. Coach: Dan Larson
(800) 565-65162 [email protected] leveragesalescoach.com Sales Playbook Summary
Sales Playbook Summary: Making a Sales Playbook payoff
The sales world is busy. It’s easy to get distracted. Even proven ideas to grow often don’t get started or actually used. That’s why the best pros in every sport and profession hire a Coach. We all need Coaches to stay focused and be accountable to get the important things done. And avoid making unnecessary mistakes.
Sales Playbook success: Build it – Use it. To change your results, you must change behavior. The Sales Playbook is a powerful tool to grow results. But it must get used to be productive. Most salespeople won’t use it if it’s left up to them.
Below are 3 keys to implementing a successful Sales Playbook that will make it productive.
Leverage Sales Coaching is a Jack Daly resource for sales coaching & sales development. We help companies do 2 things:
Build and implement a Sales Playbook
Help Sales Managers develop higher-producing teams
Request a sales growth call with the CEO, the Sales Manager and me. I’ll help you strategize
your Playbook. We’ll sort through your top priorities and the best way to get started. It’s best
to have both the CEO and Sales Mgr. on the call to get two different perspectives on how to
build sales results.
Dan Larson (800) 565-6516 [email protected]
Jack Daly’s systems and processes to grow and scale sales results work when you
put them into action. Below are ideas to help you build a Playbook that works.
See the Playbook Summary on page 3. It provides a list of key sales processes, tools and best practices to include for Sales and Sales Mgmt., and how to organize your Playbook.
2 Grow your leaders. Grow your sales team. Multiply results. Coach: Dan Larson
(800) 565-65162 [email protected] leveragesalescoach.com Sales Playbook Summary
My Sales Team Performance Diagnostic
Purpose: A simple scoring tool to identify your top priority areas to improve sales results.
Use this to: Evaluate: Rate to find your strengths and weaknesses.
Prioritize: What do you need to work on improving first?
Complete this online & get your results emailed to you.
Sales Team Performance Diagnostic: Sales & Sales Management 10 high
1. Prospecting-New Biz Dev: We are generating enough new business to meet our
growth goals. _______
2. Closing Sales: We are closing our share or better of opportunities. Not missing too
many. _______
3. Differentiate - Selling Value: We are good at communicating and differentiating our
unique value. We avoid discounting and low-priced competitors pretty well. We can
differentiate to increase new customer engagement. _______
4. Goals & Results: We are achieving or beating our sales goals consistently. Forecasting
is pretty predictable and reliable. We identify and regularly focus on our high payoff
target list (Top 10). _______
5. Sales Skills-Training-Role Practicing: The sales team is customer-focused, asks
questions, and listens. They identify High Value Needs and present our solutions
well. They handle Objections effectively. We regularly train & practice with sales
team & individuals to keep their skills sharp. _______
6. Customer Retention: We retain our customers at a high rate and avoid too much
attrition. _______
7. Sales Mgmt. Our sales management is effective at leading the team with high
motivation and sufficient activity. _______
8. Sales strategy & game plan: We have a clear and confident sales strategy that directs
our sales game plan we need to win. _______
9. Sales Processes: We have an effective sales process. Easy to train & ramp-up sellers
with 1) clearly defined Steps of the process 2) HPAs for each step (High Payoff
Activities) 3) and Best Sales Practices. We focus on the right client targets. We manage
our sales pipeline well to close deals. _______
10. People-Talent-Recruiting: We have a solid team of producers. We are able to attract
strong talent when we need to upgrade. _______
TOTAL (100 possible) _________
3 Grow your leaders. Grow your sales team. Multiply results. Coach: Dan Larson
(800) 565-65162 [email protected] leveragesalescoach.com Sales Playbook Summary
Choose your top 1-3 sales priorities to build. What improvements will make the biggest difference? Then get moving!
Sales Playbook for Hyper Sales Growth SUMMARY
Key Areas to Work Smarter Fast-Track starters PART-1:
Sales PART-2:
Sales Mgmt Your Top Priorities
PEOPLE
1) Working Smarter: Are you Coachable? Open-minded, willing to learn, teachable
2) Achiever’s Mindset: Take Action on ideas? Consistently implement & execute
1A) Stack Ranking: How does the team rank? A-B-C-D
Hiring the right-fit people for the job? Attitude-Skills-Activity-Results Needed
PROCESSES & TOOLS
3A) Goal Achievement Plan: Written action plan to achieve the goal
2A) Sales Process: Defined process Steps, HPAs, Best Practices, Measurements
Pre-Call Planning: Managing time & focus; Territory, list & key account planning
Proactive Pipeline Management: CRM Reporting
Touch System: Value touches to advance the pipeline & trust relationships
PRACTICES
Personality Styles: People are different. How to be more effective with more people
Success Guide #1: Best Questions & Active Listening
5A) Success Guide #2: Top 5 Objection Best Responses
Success Guide #3: Success Stories - Relevant & illustrate solutions
4A) Value-Selling that Differentiates: Why your Company? Why You? Perception of Value
Model the Masters & Mentoring
Sales Meetings: Training & Skills development focused. Role Practice in-house or your customers
SALES TOOLBOX: Processes, Tools, Practices
Personality Styles: 2 Questions to identify their style
2B) Sales Process Scorecard: Steps, HPAs, Best Practices, Measurements
3B) Goal Achievement Plan: Written action plan to achieve the goal
Success Guide #1: Best Questions & Active Listening
5B) Success Guide #2: Top 5 Objection Best Responses
Success Guide #3: Success Stories - Relevant & illustrate solutions
Pipeline Progress Report weekly
Sales Dashboard: 3-5 key KPIs
Money Bag Steps: Personalized touch system to build relationships
Pre-Call Planning Template: Managing time & focus; Territory, list & key account planning
Role Practice: Practice in-house or practice on your customer. A-B-C Method
Stack Ranking: How does the team rank? A-B-C-D
1B) Hiring Process: Profile the Position to hire the right-fit people for the job
Sales Manager 6 High Payoff Activities to develop a high-performance team
1) Culture & Team-Building Systems: A) Recognition B) Communication C) Personal & Professional Development D) Empowerment
2) Team Assessment: A) Stack ranking B) Team & Individual talent assessments
3) Goal Achievement Plan & Accountability: Written action plan to achieve the goal
4) Team Training & Development: A) Field Calls B) Success Guide practicing C) Training Meetings
5) Individual Development: A) 1:1 Meetings B) Personal Goals-Min Standards negotiated C) 30-60-90 Day Action Plan D) Progress Reviews E) Touch System inspection F) Territory Planning
6) Recruiting Process: Recruiting, onboarding & ramp-up process
4 Grow your leaders. Grow your sales team. Multiply results. Coach: Dan Larson
(800) 565-65162 [email protected] leveragesalescoach.com Sales Playbook Summary
Main Areas for a SPB Table of Contents
Sales Playbook CONTENTS
Playbook Format & How-to-Use Notes
Playbook Overview & Main Objectives
Sales Manager’s Role Defined
Sales Playbook Key Areas
o Foundation:
I. PEOPLE
Rank sales team using Minimum Standards
Evaluate upgrading & recruiting needed to win
II. PROCESSES
1) Goal Achievement Plan
2) Sales Process
3) CRM Reporting
4) Managing Time & Focus
5) Proactive Pipeline Mgmt.
6) Touch System
III. PRACTICES
1) Personality Styles
2) Best Questions & Active Listening
3) Objection Responses
4) Success Stories
5) Sales-Ready Messages
6) Model the Masters / Mentoring
7) Sales Meetings
8) Role Practice
IV. SALES MANAGEMENT
1) Sales Manager Role & Purpose
2) Key Roles of a Highly Effective Sales Manager
3) Sales Growth Plan What – When – How
4) Sales Manager’s Checklist – Keys to Success:
5) Sales Manager Calendar of Key Activities
6) Sales Manager Calendar of Key Activities Monthly
LEVERAGE PLAYS
o TOOL CATEGORIES: 1) ALL TEAM Training files 2) Team-1 files 3) Team-2 files
o 4) Sales Manager files 5) Leverage Sales Tools