Getting Started with Playbooks - Sales Hub ‌📚‌

[kvonloesecke]

Hey Community,

Did you know that sales playbooks can help your company increase revenue and lead conversion rate? A sales playbook is a document used to implement strategies, sales tactics, or best practices throughout the buyer’s journey. 

 

Each member of your sales team has different needs from a new hire to your top-selling rep. Keeping track of their needs can be difficult as your company scales, but it doesn’t have to be that way when you use playbooks! 

When it comes to building a playbook, you’ll want to keep these four processes in mind: Sales Process, Contracting Process, Forecasting Process, and Handoff Process. 

Here are some common uses cases for playbooks to get you started:

• Call Prep: Guide your reps through a call with speaker notes. The speaker notes can be based on the type of meeting or stage of the sales process. The 
• Call Outline: Use bullet points and question-and-answer boxes to guide your reps through conversations and make sure they don’t miss any important points. 
• Competitive Battlecards: Create a playbook for each of your competitors. Use images and texts to compare and contrast the strengths and weaknesses of your product and of your competitors. 
• Onboarding: Help new employees settle into their roles by outlining your sales approaches and tactics in one playbook. Include sales scripts for reps to get prepared to take their first call. 
• Buyer Personas: Work with your marketing team to create a detailed description of your buyer personas so reps can identify a lead while they are on a discovery call. 

Important note, these are examples of sales playbooks. Each team will have its own playbooks depending on its processes and sales code.

Share your playbook use cases below, or new ideas you’re looking to use them for.

Interested in learning more? Check out these resources to continue learning about playbooks: 

• Knowledge Base: How to Use Playbooks in HubSpot
• Learn the strategy to use playbooks effectively with HubSpot Academy Professor, @KyleJepson: Standardizing Your Approach With Playbooks

[KSenette4]

Has anyone ever used playbooks as a call coaching tool? Possibly as an outline for reps to coach one another on calls?

[kvonloesecke]

Hey @KSenette4! That's a great idea! 

I'll tag in some awesome members from the Community to get a conversation going 🙂 

Hi @Mike_Eastwood, @Josh, @CateDuarte, @Bryantworks - Have you used playbooks for coaching reps or new employees? 

Cheers,

Kristen

[danmoyle]

We have a playbook for helping folks across all of our teams tee up a conversation with sales. So if I've been working with an onboarding client and they want to talk to our growth strategist about engaging our RevOps team, our playbook walks me through the conversation to ensure I'm giving the right information, including historical knowledge of the last couple months, to sales. It helps with consistency, collaboration and communication. 

[kvonloesecke]

Thanks for sharing these playbook tips and how they help your team, @danmoyle! 

[kvonloesecke]

Let's get this conversation about playbook use cases started!

Hi @danmoyle, @Jnix284, @johnelmer, @Ben_M, @GeorgeBThomas, @Josh, @HubDoPete - Do you have any sales playbook use cases or a sales playbook idea you would like to share with the Community? 

Thank you!

Best,

Kristen