Why you Need a Playbook for Sales Reps (Working from Home)
Now more than ever, a playbook is needed to define the structure, the processes and the reporting required to successfully engage your market. Your playbook is your organization’s guide to predictably and substantially increase sales. A playbook is also a good place to document Account-based marketing processes to improve short and long-term results.
What you need today is lower customer acquisition cost (CAC) with higher lifetime value (LTV).
And you are going to need help accomplishing this. Don’t feel bad. Chances are that you do not currently have anyone on staff that can do this work. It is specialized work that requires years of experience—and focused time to make it happen
Sales reps transitioning to inside sales (out of obvious necessity) will not be successful unless you provide them with new tools. One of the most important is a playbook designed especially for your field sales reps who are working from home.
A playbook for sales can be completed in 2 – 3 weeks. It grounds the employee, whose world has essentially collapsed around them, so that they can be as or likely more successful as they move from business-as-usual to a state they’ve likely never experienced before.
The new normal requires a healthy dose of one-on-one coaching. An existing manager can be trained on how to do this coaching or an outside consultant can be retained to ensure your team has the best opportunity for success. Or, it can be a little of both.
For a deep dive into what a Playbook contains (and why), check out this blog. This post tells you just how SDR’s armed with the right story, the right cadence, the right call flows and the right voicemail and email content generate more revenue.
I’ve designed playbooks for some of the largest companies in the world AND some of the smallest (including private equity or venture-capital backed companies).