Post by joly978 on Feb 27, 2024 3:49:20 GMT -5
Selling is the final conversion sought by most companies in the digital world. But this is a long process that ends with salespeople, who need information to perform their work accurately and optimize their sales. This is what the Sales Playbook is for, a management tool that monitors the work of commercial teams during the development of their work. In this article, we give more details about the Sales Playbook and why you should have one in your digital marketing strategy. Good reading! What is the sales playbook? It is an advisory guide for salespeople to guide themselves in carrying out their work. Sales is the final step in a chain of marketing efforts, which brings together many actions and information until the customer is brought to the sales team. This, in turn, needs to be aware of everything that happened until its moment of action arrives, in order to connect to this entire marketing chain. The sales playbook is the instrument that brings all this information to guide salespeople and provide guidelines so that their work fits into the strategic chain of actions built by marketing. With the sales playbook, it is easier to establish achievable objectives and standardize processes to optimize a company's commercial efforts. How is the playbook used? The use of the sales playbook may vary depending on the company and its objectives.
But, in general, sellers are advised to study it to understand Poland WhatsApp Number factors such as: Company culture Communication channels Role of marketing for sales Lead capture channels Customer relationship guidelines With data and information about these fields and others, it is possible to approach customers with a unified speech , in a standardized way and highly connected with the objectives outlined in the marketing plan. Therefore, it should function as an advisory guide for sales teams. What should the sales playbook contain? Functioning as a guide, the sales playbook needs to map all of the company's processes . We can highlight the following items that are most common in playbooks: Company profile – make the company culture, goals and objectives clear. People and departments – how the company is organized and how different areas connect. Market data – market size, sales expectations, competition, etc. Personas – the different ideal customer profiles that salespeople will interact with and their purchasing journeys.
Sales process – detailing sales approaches, from the beginning to closing the deal and the stages of the funnel. Metrics and KPIs – sales numbers, repeat customers, average ticket and performance indicators. It is important that this document is in accessible language and is easily accessible to sellers in order to achieve their objectives. Conclusion In a digital marketing strategy, sales forces work at one end to implement the communication efforts that led the customer to the product . The summary of this entire process must be found in the sales playbook. Maybe it's time for you to build yours. Start by analyzing your business and the market and summarizing all the information so that commercial teams understand the panorama and provide guidelines so that sales fluency is achieved. And if you need Tante, just get in touch. Enjoy and follow us on social media to get more out of our content.