mobilepaks presents: sales playbooks for the 21st century
TRANSCRIPT
Sales Playbooks for the 21st Century
• Playbook Design Why this matters to human learning and retention
• 3 Must-Havesto Turbo-Charge Retention
• Leveraging Technologyto Maximize Your Playbook Investment
Agenda
Playbook DesignThe basics of human learning
Attention Encoding StorageBuilds up with studying and use
RetrievalHow easy it comes to mind
Forgetting: Nature’s Spam Filter
Basics of remembering
Usually a PDF with links
Reps download from portal
25-75 pages of dense
content
$25,000 to 50,000 to produce
(all in)
Maintained annually
The Typical Sales Playbook
Pros and ConsOf typical sales playbook format
Cons• Poor Attention and
Encoding format• No memory
retrieval practice
Pros• Aggregates best practices • Aids in cross-team
alignment • Solid sales reference asset
3 Must-HavesFor Turbo-Charging Retention
Turbo charge tip #1
Short chunks of
knowledge
Short Chunks of Knowledge
Short and modularized for quick referenceSCIENCE: Small
digestible chunks aid
in attention, encoding
and memory strength
Include retrieval
practice to strengthen
memory
Turbo charge tip #2
Deepens the learning of a subject or skill
Not just a little, but a lot!
Retrieval PracticeOldest and Best Support Technique: Spacing
Interactive with “Spacing” SCIENCE: Timed intervals at 2, 7 and 30
days with knowledge checks, flashcards,
games
SCIENCE: Aids in transferring a skill to
different contexts (AKA sales scenarios)
Mix it up (interleaving)
Example
Make it relevant and
In context
Turbo charge tip #3
Relevant to the sales activity
Relevant playbook module paired with marketing content.
SCIENCE: Context
effect
Apply and PerformSCIENCE: Boosts
retention 20-30%
In Context
Turbo charging retention
Short chunks of
knowledge
In context, on-demand
Include retrieval
practice to strengthen
memory
Leveraging TechnologyTo Maximize Your Playbook and
Training Investment
Until recently If sellers needed information, they had to
hunt for it.
On six or more content repositories, on average
Wasting an average of 7 hours per week!
Guided SellingEnriches Your Playbook, Increases its Impact
Proof that it’s WorkingEnsure your playbook is being used—and is
useful!
Behavior trackingUse, feedback, competency and top performers
Revenue metricsPipeline velocity and quota achievement
Content ROI Know which assets make a difference
Technologies to LeverageTo Improve Use and Impact of Your Playbook
Easy Access
• Make it part of their daily workflow (content portal, CRM, etc.)
• Make searchable
• Short , engaging modules
Guided Selling
• Intelligent recommendations
• On-demand, and real-time
Cross-Device Compatibility
• Support laptop, tablet and phone
• BYOD – support all major devices and operating systems
Key Take-Aways
Work with the way sellers learn, retain and use information, not against it.
Remember: keep your content short and in context, with lots of retrieval practice opportunities.
Use the latest tech to make playbook content easier for Sellers to access in the moment it matters. Track usage and feedback so you know it’s working.
Questions?
Call 1-800-737-8481Write [email protected] @mobilepaks
Schedule a free demo at www.mobilepaks.com/free-demo
Free resources at www.mobilepaks.com/resources