Tip #235: Have a Playbook
Kyle Hiatt
July 31, 2024
When I talk with companies that tell me their sales team is not delivering, the first questions I ask are:
- Who are your competitors? How do you differ? What objections do you get?
- Does your sales team know all of this?
- Is this documented somewhere? In other words, do you have a playbook?
In team sports you would not dare go play your position without first knowing the playbook. So why shouldn’t we do the same in sales? Winging it is not a great strategy.
Playbooks typically cover topics such as:
- Prospecting and lead generation
- Qualification
- Needs identification
- Competitive differences
- Presentation
- Objection handling
- Closing the deal
Many companies lack a documented sales playbook. This isn’t a “nice-to-have,” it’s a MUST-HAVE for boosting sales productivity, win rates, and maintaining consistent messaging.
My passion lies in helping you build high-performing sales organizations. Reach out if I can ever be of further assistance!
Kyle Hiatt is Partner & Head of Sales Consulting at Intention.ly.
