This is the 1st edition of the newsletter 'Your Sales Playbook'. A newsletter where we talk about all things related to HOW you can further strengthen, build and capture 'Your Way of Selling', your own unique way of selling. It's about implementing sales processes and best practices. How you can help yourself, colleagues and employees, with winning behaviors, enable growth in your sales organization.

Each week I share one idea, mindset or approach that sales leaders and teams can use to enable consistent growth for their organization. Whether you're a sales director, sales manager, marketing manager or member of the sales team - ready to accelerate sales and marketing performance - you'll always find one action item you can implement each week to get you one step closer to your goals.

My mission is to help you and your organization be more successful in finding, engaging and developing customers.

"In this newsletter you will also find regular discount codes for interesting master classes.

Now, on to this week's topic and the first tips for getting started! ??

The usefulness and how of 'Your Sales Playbook'

In fact, the Sales Playbook is a valuable compilation site, detailing each step within the sales process. This gives you a Sales Playbook that fits your market, your company and you personally.

With a Sales Playbook you structure the processes of your sales and marketing organization, record best practices and continue to optimize them. By delivering quality and continuous improvement, you will find, engage and develop more customers. Which leads to an increased chance of achieving your goals and results, making you more successful. Compare it to an ISO 9001 manual, but more practical.

The Sales Playbook can be designed for organizations of any size and in any industry.

Having a Sales Playbook also provides other opportunities to reduce risk, improve results, operate more easily and collaborate more pleasantly. Consider, for example:

  1. Overview of each step in the sales process to improve lead-to-order conversion rates
  2. Sales forecasting becomes much more reliable.
  3. Capture and secure (sales and marketing) knowledge obtained from trainings and courses to build on.
  4. Sales and marketing professionals can be more easily coached to excel
  5. Dramatically accelerating the "ramp-up-time" of "new hires" within the sales and marketing team
  6. Easy to link with your own CRM system or other IT systems
  7. Everything organized in one place

We would like to explain some of this further in videos, where you can navigate through 'Your Sales Playbook' in a 'view only setting' at www.YourSalesPlayBook.nl.

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Roadmap for shaping, for example, the '(Social) Networking' section in your Sales Playbook.

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How you step-by-step capture this process in your own Sales Playbook.

In the 'Process Navigation Map' image of this article, you see '(Social) Networking' listed. A subtopic of this is 'Social Selling' which we suggest below. We limit ourselves in the steps below to the most important platform, which is LinkedIn. In the Masterclass Social Selling - via this link you can also pick up a very attractive discount code - suggestions are made for, among other things, how to do this better than others. You could then capture the things below in your Sales Playbook:

  1. What should a professional LinkedIn profile look like, it's your modern business card!
  2. How do you use this medium efficiently and effectively to maintain and build your network.
  3. How to integrate things with your CRM system. Even if you don't have a Salesforce or Microsoft CRM system.
  4. How to boost your efficiency and effectiveness by using Sales Navigator. Having a Sales Navigator account should be as natural as having a "Smart Phone" and a car for a salesperson.
  5. How do you deal with others' postings and how do you do this yourself.
  6. How to make smart use of 'LinkedIn Hacks' to build conversation triggers into your expressions, so you can quickly engage 1-on-1 with people viewing your posts. We've built in a few in this article and references. See what we're doing?
  7. How to responsibly "automate" e.g., so that everything takes you much less time.

In the Social Selling Masterclass - through this link you can also pick up a very attractive discount code - we go into depth. Maybe you already have this knowledge and just need to capture it in good instructions and handy checklists.

So much for this example.

What topics can you expect to see in future editions:

  • Next week, in a new edition, we will look at the Sales Recruitment section. Including how to ensure that you recruit above-average sales people, train them quickly and well, and continue to excel. This is covered in the Sales Recruitment Masterclass of the same name. (Through this link you can participate at a very attractive discount).
  • In two weeks we are going to talk about Sales Planning. A subject that in any organization with a normal fiscal year, is now or should be very topical and is covered extensively in the Masterclass Strategic Sales Planning of the same name. (Through this link you can participate with a very attractive discount)

Want to learn more about creating your own Sales Playbook and get an inside look at what this might look like? Visit www.YourSalesPlaybook.nl

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