What Is A Sales Enablement Playbook

Table of Contents

A sales enablement playbook template involves compiling all of the necessary resources, materials, and content needed to help your sales team sell more effectively.

Throughout the course of this article, we’ll cover the following topics in depth:

  • What sales enablement is

  • What a sales playbook is used for

  • How your sales process is strengthened by sales plays

  • Best practices for sales leaders

  • How sales and marketing teams come together for sales strategy

Read on to learn all about a sales enablement playbook and how having these sales resources compiled makes a difference for your business.

What is Sales Enablement?

Sales enablement is the process of giving your sales reps “sales playbooks” to use for selling products and services more effectively.

An effective sales playbook will include the following:

  • The company’s sales process

  • A set sales methodology

  • A guide to buyer personas

  • A sales “play” for every situation

  • Materials to aid the buying process

  • A graphic to illustrate the selling process

Your sales organization should work to provide your sales reps with all of the necessary resources for the selling process, and this often starts with a sales playbook.

Now that we know a little bit about sales enablement and how a sales playbook framework is used to help this process, let’s outline exactly how a sales playbook works.

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What is a Sales Playbook?

A sales playbook is designed for the benefit of your sales teams during the selling process.

As a sales enablement leader, each of your sales reps are responsible for implementing the resources provided to them via your marketing team and other sales enablement professionals, and having these materials condensed into a playbook is a great help.

A sales playbook can also be used for the following items:

  • Storing information on the buyer’s journey

  • Serving as a database for sales enablement materials

  • A guide for sales enablement platforms

  • Containing key performance indicators

  • Specific resources for a time consuming process

  • Product offerings for an ideal customer

The most important thing to keep in mind for a sales playbook is making sure that the content within it is benefitting your sales team.

Sales enablement strategy is rooted in helping your sales team do their jobs well, so if your playbook is not doing that, you need to reevaluate your strategy and include materials designed to aid the sales cycle.

How Your Sales Process Benefits From a Playbook Template

Each sales rep should benefit from a sales playbook framework, as it should contain sales tools that help with closing deals and benefit the entire team.

Sales plays don’t have to be individualized, but each individual sales rep should have the proper materials to succeed.

How can your business ensure that this happens?

  • Put sales goals in the playbook

  • Contain solution selling and pain points guidance

  • Minimize overwhelming reps with training materials

  • Include call scripts for each sales person

  • Include common issues that salespeople face

  • Get feedback from new reps and new hires

Get feedback often from your sales reps.

A good sales playbook will help sales daily, but a perfect sales playbook will take feedback and constantly change to accommodate new selling techniques and successes.

Make sure to create a space for feedback and reevaluation frequently.

Best Practices For Sales Reps

As a sales organization, your sales reps need to know that a sales enablement strategy is not enough to close deals and generate revenue.

Your sales leaders have to take initiative and work hard everyday to make sales and improve themselves in the process.

With this in mind, here are some best practices for your sales reps:

  • Streamline the sales funnel

  • Speak with qualified leads as they would existing customers

  • Focus on moving deals forward

  • Use a digital playbook if needed

  • Nail down specific talking points

  • Speak with sales managers to improve performance

  • Generate more revenue whenever possible

Your sales team has a lot on their plate, so use sales enablement to alleviate some of their responsibilities while still ensuring that they are able to sell effectively.

Work to achieve this balance using the strengths of your marketing team and the assets of your sales force.

Together, these two departments can combine to create a very comprehensive and useful sales enablement playbook.

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How Kennected Uses Sales Enablement Strategy

Here at Kennected, we are focused on optimizing our sales process, starting right from new hire training.

It is extremely important for us to use best practices for both our sales enablement processes and our sales teams, as we know the benefits of providing adequate and helpful resources to our team members.

Use sales enablement as a way to strengthen sales and to unite your departments to aid your business goals.

Hop-On The Kennected Train

According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.

If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).

So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.

This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.

Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.

So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.

In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.

And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.

Want to see how it works?

Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.

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