Table Of Contents
Pg 5 - Repeatable Winning Sales Processes
Pg 7 - Customized to the Buying Cycle
Pg 10 - Sales Tools in Context at Each Stage
Pg 12 - Industry Sales Process Templates
Pg 14 - Many Simple and Complex Processes
Pg 17 - Process, Benchmarks and Insight
Pg 20 - Team Visibility for the Sales Manager
Pg 23 - Integrates with CRM System
Pg 26 - Informs Sales Forecast Visibility
Pg 29 - Motivational and Visual
Pg 32 - Social and Collaborative
Pg 34 - Mobile and Cloud
Pg 37 - About The TAS Group
Pg 39 - About The Author
First 3 Pages
12 Elements of a Great Sales Playbook
Learn the keys to creating and implementing a sales playbook that helps your team win more deals and provides visibility for sales managers.
CEO and Founder, The TAS Group
Author of the Best-Seller
Account Planning in Salesforce
The implementation of a sales playbook can be one of the most impactful initia-tives for any sales organization. There are two reasons for this tremendous ROI.
First, by following some simple guidelines, it can be a remarkably easy initiative to implement, and second, research shows that this results in 33% additional revenue.
In today’s flattened world, competitive pressures mount, market cycles shorten,
buyers are more informed, and sales leaders and their teams are subject to more scrutiny,
stress and anxiety than ever before. In the last 5 years the world has experienced eco-nomic turmoil, financial meltdown, and the explosive rise of social media. The screw has been tightened a few turns on the sales role, businesses have been turned upside down, and constant change is the new constant.
At the same time, tremendous opportunities have emerged for sales organizations that
can nail their go-to-market strategies. Sales playbooks can be the catalyst to remarkable
improvement in sales velocity.