Digital Sales Playbooks: Building And Implementation

January 1st, 2018

Summary

Building and implementing a digital sales playbook requires a coordinated cross-functional effort. First-line sales managers should be the focal point of playbook deployment and adoption. The selection and development of assets accessed via the playbook must be tightly managed.

Digital sales playbooks guide reps through a set of activities for specific scenarios when working a deal (see Digital Sales Playbooks: The What And Why). Successful playbook development and adoption requires significant collaboration among sales and marketing resources, along with support from first-line managers and the ability of reps to execute the outlined actions. In this report, we share a six-step plan to design, build, and deploy digital sales playbooks.

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