Playbook Video

Sales Plays

Prioritizing and reinforcing a set of sales plays will help make your playbook more actionable. A successful sales play has three components: It’s time-bound, it’s outcome-focused, and it contains the content tools and best practice examples reps need to execute.

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Video Transcript

So, you’ve created a playbook to enable your growth strategy. Prioritizing and launching a set of sales plays will help make your playbook more actionable. A successful sales play has three components. It’s time-bound, it’s outcome-focused, and it contains the content tools and best practice examples reps need to execute.

For example, in the next 60 days, schedule 25 meetings with CIOs where you lead the whiteboard conversation using the following email scripts, talk tracks and video role plays. Successful sales enablement leaders know that launching and reinforcing the play is as important as the play itself. So, use video. A text-heavy document will not bring your sales play to life. Record your sales leaders introducing the play and issuing the challenge to the sales team.

Reinforce your sales plays with manager coaching. Provide frontline managers with a coaching guide to drive a consistent coaching culture across the whole organization. And create excitement. Celebrate and promote wins across the whole sales team. Maybe publishing a weekly leaderboard to inject some healthy competition. Your sales reps are busy. Building and launching prioritized sales plays will help take your growth strategy from idea to action. 

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