The Mansfield Sales Blog

Sales Process: Why You Need a Playbook

We're all salespeople, at least to some extent. Every negotiation we enter into, both personally and professionally, requires us to convince other people and convert them to our side of the table. Some of us are better at the sales process than others. Is salespersonship an innate quality? Something we're born with? Or can we learn how to be effective at selling?

Even the most seasoned salespeople struggle with certain aspects of sales. The most successful sales teams and individuals develop a sales process or sales playbook that addresses both strategy and tactics. By following a well-defined sales process, salespeople overcome common problems.

A sales playbook, the collection of tactics or methods that characterizes the roles and responsibilities for you and your sales team, accomplishes the following:

  • Lays out clear objectives.
  • Identifies metrics for measurement.
  • Provides a common framework and approach for closing sales.

When completed, your playbook will become a living document of your sales methodology and provide tactical guidelines and instructions that enable you to discover ways to address the vulnerabilities of both your company and your competitors. With a practical sales playbook, you can leverage strengths, differentiate offers, prove business value, and ultimately improve your win/loss ratio.

Here are four main benefits of sales playbooks:

  • Capturing best practices from salespeople and communicating them to your entire team.
  • Concisely describe what your salespeople should do in different situations they may encounter.
  • A resource that trained salespeople can leverage to recall best practices in real-time.
  • Help new salespeople get on board (though nothing can replace sales training).

A well thought-out, strategic playbook will help you to implement a common sales methodology that leverages the processes used by high performers.

The outcome?

You will:

  • Sell more effectively and handle different selling situations successfully.
  • Position yourself against a particular competitor in a much stronger manner.
  • Communicate the value proposition to each person in the buying process more effectively.


For further information on what your sales playbook needs to accomplish, stay tuned for our next blog post “Your Sales Playbook: Key Elements to Include” or Contact Us to learn more about building a sales playbook for your organization.

Topics: Sales Consulting Sales Strategy

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