sales playbooks of the 21st century - mobilepaks
DESCRIPTION
Sales playbooks are one of the most effective sales assets; however, far too many of them are long PDF files with links that are difficult to digest, retain and use. Building a modular, interactive playbook informed by learning science not only makes the information easier to retain but far more likely to help sellers in a real selling environment. From this webinar, you’ll walk away in 30 minutes with: * The basics of human learning and why this matters to your playbook design * Three must haves for turbo-charging retention and use * Leveraging technology to maximize your playbook investmentTRANSCRIPT
How to Turn Your Playbooks Into Indispensable Performance-Boosting Sales Tools
Rich RudolphEVP of Sales, MobilePaks Prior: Sage Software, Keynote Systems and WebTrends
Chanin BallancePresident & CEO, MobilePaksPrior: CEO of VIA, Inc. and The Language Company
1. Playbook Design Why this matters to human learning and retention
2. 3 Must-Havesto Turbo-Charge Retention
3. Leveraging Technologyto Maximize Your Playbook Investment
The basics of human learning
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
Attention Encoding StorageBuilds up with studying and use
RetrievalHow easy it comes to mind
Forgetting: Nature’s Spam Filter
Cons• Poor Attention
and Encoding format
• No memory retrieval practice
Pros• Aggregates best practices • Aids in cross-team
alignment • Solid sales reference
asset
Of This Format
For Turbo-Charging Retention
Short chunks of knowledge
Short and
modularized for
quick reference
SCIENCE: Small digestible chunks aid in attention, encoding and memory strength
Include retrieval
practice to strengthen
memory
Deepens the learning of a subject or skill
Not just a little, but a lot!
Oldest 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)
Make it relevant and
in context
Relevant to the
sales activity
Relevant playbook module paired with marketing content.
SCIENCE: Context
effect
Apply and Perform
SCIENCE: Boosts
retention 20-30%
Short chunks of knowledge
In context, on-demand
Retrieval practice to strengthen
memory storage and
retrieval
To Maximize Your Playbook and Training Investment
If sellers needed information, they had to go hunting for it.
On six or more content repositories, on average
Wasting an average of 7 hours per week!
Enriches Your Playbook, Increases its Impact
To Improve Use and Impact of Your Playbook
Make it Easy to Access
• Locate the playbook where sellers live (portal, CRM, etc.)
• Including the relevant section (searchable)
• Short and chunked (interactive playbook)
Guided Selling
• Automatic, intelligent recommendations
• Available in real-time and in the field
Cross-Device Compatibility
• Workforce increasingly mobile
• Solution needs to work on all devices and major operating systems
Ensure 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
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.
All registrants will receive a copy of our free brief, “Sales Playbooks for the 21st Century.” You can download it here: http://bit.ly/SalesPB21st
Questions? Comments? Shoot ‘em to [email protected].
@mobilepaks www.linkedin.com/company/mobilepaks