Playbooks

The Power of Playbooks: Execute Your Sales Vision

A Powerful Tool for Growth Strategy Execution

For sales executives that struggle to execute their vision for the new go-to-market strategy, sales playbooks can help. Sales playbooks provide sellers and leaders with action-oriented steps to execute the sales strategy for success.

Alexander Group helps organizations develop playbooks that guide the execution of their sales strategy.

Playbooks Support Consistent, Clear & Targeted Execution

Sales organizations must develop and train their sales forces on a consistent set of plays that can include 1) shorter seller onboarding and training programs contrasted with more sophisticated buyers and solutions, and 2) increased complexity and proliferation of roles and channels that require more collaboration among more team members. As a result, the need for guided selling has never been greater. That is why sales playbooks help leaders realize increased productivity from their teams.

Research conducted by Aberdeen Group found that companies that document and distribute their high-performer best practices experienced sales cycles that are 10% shorter, with sellers achieving 4% higher quota attainment. Most importantly, overall revenue growth is 7.9% better than peer companies.

Alexander Group partners with organizations to create detailed playbooks to guide their sales force. Common playbooks include:

  • Sales process playbooks: By addressing inconsistent seller execution, a sales process playbook acts as a guide providing specific details on how to access buyers, incorporate marketing collateral, and effectively utilize vignettes, case studies and scripts.
  • Manager coaching playbooks: Frequently, front-line sales managers act more like super sellers than managers. The coaching playbook promotes rigor and consistency and addresses all three key aspects of the role: people management, region/district development and business improvement.
  • Jumpstart playbooks: Used when a new sales strategy, new product launch or a sales transformation or merger causes an immediate need for a defined change in how the sales team executes, this playbook dictates not only what the seller needs to start doing but also what they need to stop doing.
  • Onboarding playbooks: These playbooks accelerate the new hire ramp-up process, guiding managers and representatives to reduce the time to benefit so new hires are fully productive faster.

Alexander Group can help you develop the playbooks for your organization, enabling you and your sales teams to execute your go-to-market strategy successfully.

Review Your Sales Playbooks

Sales executives often lack the ability to execute their vision for the new go-to-market strategy. Sales playbooks enable their vision to become reality.