We asked some Sales and SDR Managers experts where they keep their Sales Playbook. Here’s a summary of what they said –
A Sales Playbook is a guide that shows the SDR team which road to take when facing challenging situations.
So what guidelines should we expect to find in a playbook? It should include the steps of our sales process, buyer personas, pain points, qualification criteria, templates, anything and everything that can help the Sales and SDR team perform at their best.
The more specific content, the better.
But where should the Sales Playbook live? One thing’s clear – it should be easily accessible for your team.
Austin Fuller, Director of Sales at Nuarx, recommends having them available in your sales engagement platform.
Neil Bhuiyan, Founder and SDR coach at HappySelling, explains that Sales Playbooks become outdated very quickly. For this reason, he advises creating an online ‘Best Practice Library’, which can be updated by the SDRs themselves with their best practices.
For Javier Llorden, Specialist Advisor in Scaling Sales at B2B Startups, his team’s Playbook is alive inside Bloobirds.