About a year and a half ago I went with my mother to our neighborhood Kohl's. Considering it is literally the major anchor in the strip mall that literally lines the back of our neighborhood, and is not only a two minute drive it is also incredibly walkable so my mom frequents this spot. We … Continue reading Kohl’s- 5 Suggestions For The Department Stores of America.
What a great tool for retail managers, no matter their tenure.
One of the first things a new sales leader (or entrepreneur running sales) should do is build a sales playbook. A sales playbook, put simply, is a central resource for tracking everything from the basics, like the elevator pitch, to the more advanced items, like differentiating from specific competitors. With more knowledge and training, sales reps speak more confidently and intelligently, helping win more deals.
To start, make a Google Doc sales playbook and include these items:
- Corporate information
- Sales pitch
- Elevator pitch
- Market space
- Recent trends
- Target customer
- Types of buyers
- Features and benefits
- List of references
- Sales process
- CRM process
- Competitors and differentiators
- Objection handling
Revisit the playbook on a weekly basis and ensure that the team contributes to it. With sales, the more you know, the more you sell.
What else? What are some more thoughts on building a sales playbook?
“When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” -Dalai Lama XIV I have been actively working on my listening skills... A part of Lindaghill's one liner Wednesday.
It's as common as the cold, sweeping the globe, over teams, businesses, leaders, minimum wage workers, maximum wage workers, non-profit workers, it knows no bounds; the common rut can take over when you are least expecting it. They can invade the processes of those during great success or attack others in the form of consistent failures. A team that is … Continue reading A Cure for the Ruts
So what is an Adolescent? They are difficult, pigheaded, eye rolling, under breathed back talking, trash tweeting employees. Many times they may refuse to complete a task to its fullest potential, or they may even just skip out on it altogether. Perhaps punctuality is not above taking the time to pose for the perfect snapchat, or … Continue reading 3 Simple Tips to Dealing with Difficult Adolescent Employees