Category Archives: Sales Playbooks

Use Playbooks To Boost Rookie Performance

Research shows that depending on your industry, solution complexity, and price point, in most cases, it can take anywhere from 6 to 15 months to get a new-hire fully productive as measured by time-to-quota. As such, compressing the amount of time it takes to bring new sales hires up-to-speed is one of the main reasons […]

Why & How to ?Clone? Your Top Performers

Who is your best rep? Wouldn?t you like to clone him or her? If there was ever a time when you needed to clone the behavior of your top salespeople, it?s now. Firstly, your best reps account for the bulk of your business. Studies show that the top 20% of a sales organization generates upward […]

Rule #11: Create a Playbook

Excerpt From Mike Griego’s “42 Rules to Increase Sales Effectiveness” (Superstar Press) So now you?re ready to document your sales process ?playbook.? A playbook is just as it sounds?it?s a notated game plan of steps, actions and tools used to facilitate the execution of the sales process. In the previous two rules (Rule 9 and […]

How To Organize Your Sales Tools For Optimum Use

The best tools (and training) are those that help salespeople more effectively and consistently apply their sales organization’s best practices at each stage of their sales process. We categorize these into tools the reps use before/during/after the call at each stage of the sales process to help them increase the probability of successfully completing a […]

B2B Sales Enablement Trends to Watch in 2012

Here are four important B2B sales enablement trends that we think will gain traction in 2012. 1. Content marketing will take on more significance as a means of engaging prospects, supporting them through their buying process, and differentiating sales organizations to help them win more often. Buyers want to make well-informed purchase decisions. Vendors that […]