The Importance of a Sales Handbook
Every sales team is different. No matter how qualified/experienced the candidates are that you bring on board, they were likely doing things a bit differently at their last organization, and let’s face it, what works at one company will not necessarily work at the next.
To keep your sales team consistent and cohesive it’s essential that you provide clarity from Day 1 as to what your expectations are and what tools/content are necessary to sell successfully – and I’m not talking about pulling floating materials from your CMS the day before the new hire’s start date and sending files via email. Think old school (and sorry to all you tree huggers out there) — a big ol’ binder that can be handed to the new hire. And let me clarify — by “big ol’” I don’t mean a binder full of junk. Keep it clean, concise and SALES focused.
Here are my sales handbook content suggestions, and I’m going to stick to an inside sales handbook, because, hey — that’s my focus:
- Overview and Purpose
- Inside Sales Mission Statement
- Inside Sales Roles and Responsibilities
- Sales Methodology
- Activity & Performance Metrics
- The Model Day for Success
- Activity Metrics and Measurement
- Performance Reviews
- Industry Specific Definitions
- Target Verticals
- Target Personas and their Pains (CRITICAL!)
- Territory breakdown
- Competitive Landscape and Advantage
- Phone Scripts
- Email Scripts
- CRM guide
- Qualifying Questions
- Common Objections
- Inside Sales Lifecycle
What other essentials should be part of the inside sales handbook? Remember it’s the most IMPORTANT information for the newbie related to SELLING.