What they are, why they matter, and how to
create them
How to build an effective
B2B sales playbook
Contents
03. Introduction
04. Playbook benefits
07. How to create a sales playbook
08. Step 1. Bring your team together
08. Step 2. Outline your goals
09. Step 3. Audit your existing resources
09. Typical sales playbook sections
13. Conclusion
15. About Qorus
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Introduction
More than anything, your salespeople want to close deals. After all, that’s what
they’re incentivized to do. But if they have to reinvent the wheel each time they
engage with a new prospect, they won’t have enough time to focus on building
relationships and making sales.
How can you make it easier for them to meet their goals? By equipping
them with a sales playbook. Although not a substitute for comprehensive
training, a great sales playbook is a valuable resource for salespeople and B2B
marketing professionals that will help to:
Improve productivity across your sales team
Standardize best practices
Reduce ramp-up time
Make salespeople more autonomous
Enable easy access to approved tools and content
Significantly reduce the risk of salespeople providing a poor experience
for buyers
One study* found that the best-performing companies are nearly twice as likely
to have sales playbooks than ‘laggards.’
Read on to find out more about the benefits of a sales playbook, and how to go
about creating one.
*https://blog.hubspot.com/sales/sales-playbook
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Playbook benefits
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Playbook benefits
As many as 55% of sales people don’t have the skills they need to be successful1.
But with increasing competition, you can’t afford an underperforming sales
team. One of the best ways to them up to full productivity as quickly as possible
is to make sure they follow a well defined sales process. So it’s rather surprising
to learn that 60% of B2B companies don’t have a defined sales process2, given
that companies that do have one grow revenue 18% faster than the rest3.
This is where a sa