Best Practices for Sales Playbooks

You wouldn’t send a sports team onto the field without a strategic play – and you shouldn’t send a sales team into deals without one, either. 

Sales playbooks turn sales strategy into action. Your company may have brand positioning, but sales reps need bite-sized, practical resources in order to lead effective buyer conversations. That’s where sales playbooks come in. Sales playbooks enable reps to be more efficient and effective, making them a crucial component of any sales enablement strategy. 42% of best-in-class companies use sales playbooks (versus just 14% of laggard firms), resulting in better attainment of quota, higher rates of customer retention, and higher lead conversion rates.

This report from DSG and Highspot presents the findings of a survey sent to organisations that currently use playbooks and collects the insights into a series of best practices that answer these questions:

  • Why sales playbooks?
  • What creates the need for sales playbooks?
  • What should sales playbooks contain?
  • Who should create and validate sales playbooks?
  • How often should you update sales playbooks?
  • How should you deliver sales playbooks?
  • What makes sales playbooks user-friendly?

Answer these questions and more with survey data from 144 sales, marketing, and enablement professionals across a wide variety organisations. With the research and insights in this report, you’ll have what you need to create winning playbooks that will equip reps with the right content, tools, and training to close more deals. Download it now to learn more!

Related Resources

The Power of Digital Sales Room for B2B Sales
Sales Strategy
The Power of Digital Sales Room for B2B Sales
Learn how digital sales rooms enhance buyer engagement, make relevant content accessible, and foster virtual collaboration for a personalised sales experience.
Embrace the Future: Harnessing Enablement Success with AI
Enablement Strategy
Embrace the Future: Harnessing Enablement Success with AI
Learn from Highspot’s experts and discover how AI-driven insights and Generative AI are transforming decision-making and sales processes in this webinar.
Highspot in Action
See Highspot in Action
Highspot in Action
Watch a quick video overview to see how Highspot provides the right guidance and the right content at the right time, every time.