How to guide your salespeople to success

After marketing has captured and nurtured a lead, that prospect is transferred to the sales staff to convert into a sale. Are things falling off after this handoff? If so, this may be a training issue. Do your salespeople know what to say, when to say it and how to say it to a prospect while closing a sale? A prospect may be very near to the sale approaching the decision to buy, but if your salespeople don’t know how to handle things, you may ending up losing a sale.

A well-guided sales process can help your salespeople cope with their challenges.

Why do you need a well guided sales process?

Everybody needs a guide and your salespeople are no exception. Relying on your salespeople to have the product and market knowledge to sell your product/service is unrealistic. Without very specific guidance means they may unknowingly take all the wrong steps to resolve their challenges.

A sales guide acts as a roadmap for your salespeople

Don’t just flood them with assets…tell them how to use it

A lot of companies provide their salespeople with all the sales materials, call scripts, email templates, etc., and assume that their role ends there. In addition to this, the marketing team provides a bulk of leads that the salespeople are expected to pursue. Now, with information flooding in from all quarters, it becomes confusing for the salespeople to pursue the right leads in the right manner. First, they end up wasting their time on the wrong leads instead of the ones who are most ready to convert into a sale. Second, the challenge they face is not the absence of assets but the wisdom to use them effectively.

A playbook is the systematic organization of all marketing and sales assets that works as a GPS for your salespeople. Salespeople are provided with all the assets, but accessing the right one is a challenge. Multiple assets can be confusing. Playbooks help salespeople cope with this issue by mapping each asset to the buyer’s position in the sales cycle, taking away the challenge of what to say, when to say it and how to say it to a lead/prospect.

With a sales playbook, every sales person will have a standard way to approach a lead and resolve the challenges faced by him or her.

Learn more about how you can create a great sales playbook here.

“Click to view How To Create A Sales Playbook”