If you’re like most inside sales leaders, you are always on the lookout for quicker ways to ramp your newly hired sales reps. Every industry and space is seeing increased competition, which means it’s vital to get reps ramped to full productivity as quickly as possible.
Let’s face it, the reps you are hiring (particularly in SDR and lead response roles) are likely inexperienced. Most newly hired SDRs only have 1-2 years of experience, with many being hired directly out of of college. Without the right plan, effectively ramping these reps to productivity can seem like an insurmountable task.
In order to ramp up reps as quickly as possible, it is imperative to ensure that the reps follow a process. They need to know how many calls they’re supposed to make, how fast they’re supposed to respond to new inbound leads, and how often. They also need to know how your company uses your CRM (since platforms like Salesforce are completely customizable).
Most importantly, they need to know your team’s best practices. If there is a particular message that has worked in the past to overcome objections or beat specific competitors, new reps need easy access to this information. They need to know what content can help deals move forward at various stages and a host of other factors.
To help you draft your own playbook, here are what some of the top sales experts have to say about the importance of a sales playbook, as well as some examples.
This post by the TAS Group’s Donal Daly discusses 12 crucial elements that belong in your sales playbook, including:
- Repeatable winning sales processes
- How to utilize sales tools in context at each stage
- Both simple and complex processes
This eBook from Marketo and Precision Thinking includes essentials that should be in your sales playbook. It contains:
- Types of sales playbooks
- How to prepare
- Designing playbooks for easy navigation
- Traps to avoid
Check out this video from Demand Metric that does an excellent job of walking you through a sales playbook. It covers:
- Stages in the buyer’s journey
- Buyer personas
- Best practices around sales opportunities
Be sure to check out this eBook from Veelo, which discusses some changes you may need to make to your sales playbook in order to stay at the forefront of sales strategy. It discusses:
- What it takes to make a great sales playbook
- How to avoid the fluency illusion
- How to increase retention
This is a fantastic free tool from Sales Benchmark Index that can help you build the ideal playbook to support your business. Key topics include how to:
- Drive adoption and acceptance
- Improve ramp time of new hires
- Provide the tools to make your sales org more successful
You can create the best sales playbook of all time, but it will be useless if you team doesn’t use it. This Forbes Business Development Council Article covers how to create playbooks that your sales team will really use. The secrets include:
- Design your playbook around what your customer already knows
- Give your sales playbook a very specific objective
- Write you playbook to be as actionable as possible
If you already have a sales playbook but are looking to make it stronger, don’t miss out this awesome post by OpenView’s sales strategist CeCe Bazar. It includes a must-read interview with high Spot’s VP of Sales Jeff Boissoneault on how to build a stellar sales playbook.
Check out our free 90-day Inside Sales Success Plan for more tips on how to build a winning sales team.