You have probably heard the popular saying from Shark Tank Star Robert Herjavec, “A goal without a plan is just a dream”. This quote is spouted by many entrepreneurs and business enthusiasts on a daily basis and nods at the importance of outlining your goals. If you are in sales, and especially if you are a sales leader or business owner, you should remind yourself of this saying every day. These three brainstorming questions will foster your success in creating a Sales Playbook for your staff and ultimately make more sales. We wish you the best of luck in creating a successful Sales Playbook for your business.
Before you can even begin to write a job description and expectations for your sales staff, you must first decide what KPIs (Key Performance Indicators) you will use to measure success. Some of the most commonly used KPIs for sales include leads generated, new appointments scheduled, the percentage of sales closed, or the average lifetime value of a client.
In your Sales Playbook, it is very important to outline the role that a salesperson plays in the company's overall growth. However, in order to do that, the company must first decide what it values as growth and how that growth will be tracked and measured. Additionally, sales staff should be aware of how growth will be monitored and what marketing measures the company is taking to support them in these goals.
Along with deciding what goals you want your business to meet, you must also decide what steps you want the staff to take in order to meet those goals. Determining the steps that you want to take to meet your goals means evaluating the budget, manpower, and capabilities of a department. Once you have determined the steps you want your staff to take to close a sale, be sure that each step is clearly outlined and explained in a Sales Playbook so there is no room for confusion.