Many sales organizations fail to develop and train their sales forces on a consistent set of plays. Shorter seller onboarding and training programs contrast with more sophisticated buyers and solutions. Increased complexity and proliferation of roles and channels require more collaboration across a greater number of team members than ever before. The need for guided selling has never been greater. Done right, sales playbooks help sales 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 percent shorter, sellers achieve 4 percent higher quota attainment, and most importantly, overall revenue growth is 7.9 percent better than peer companies.
Sales Playbooks come in four common forms:
Interested in learning more about how Alexander Group can help you design, implement and get the most out of sales playbooks within your organization? Contact us today.
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