You know what’s great about 100-page sales playbooks, complete with graphics, step-by-steps, and notations.
Not a lot.
No one reads them.
I’ve written abridged 20-page playbooks.
Still – No one reads them.
Why?
It’s too much!
You need clarity and simplicity for sustainability.
To this end, a sales playbook should be one page (linking only to actionable documents).
If you don’t have a written playbook, you are running a playbook right now. It’s just in your head. The problem with it being in your head is that it’s easy to skip stuff, really hard to improve, and fails to hold you or anyone accountable.
Even if your a one-person shop, get it out in writing.
A simple way to get started is to break it into three steps:
Part 1: Prospecting
What steps do you need to do consistently to be driving leads?
Part 2: Discovery
When you’re talking with a prospect, what steps do you need to take to find out what’s most important to them? How can you listen well? How can you be safe?
Part 3: Presentation
What steps do you need to take to present a solution in such a way that it ties specifically to your prospect’s needs and allows them to own the decision for themselves.
Answering these questions will create at least a draft of your playbook.
A draft playbook is better than none. It’s hard to improve on nothing.
I hope this helps.