Monday Morning Motivator

Take notes! I’m sharing the three biggest and most common mistakes I see in Sales Playbooks (the biggest would be not having one, but assuming you do or plan on creating one…read on :) Whether you already have one or are about to put one together, this episode will help you avoid the three biggest mistakes I see in sales playbooks (so your salespeople will actually use it!). In this week’s Monday Morning Motivator... Sales Playbooks are a big investment in time.  A well-done, comprehensive one will be around 60-80 pages long if written or 16-20 modules if done by video.  It’s essentially a training manual for new salespeople and a reference manual for all salespeople.   I remember the day I realized I needed a sales playbook or I was going to fall apart… fast.  I was training 3-5 new salespeople per week and I couldn’t be in the classroom all day. If I pulled my managers out of the field I’d take a hit on my best producers’ sales.  But it was very important to me that my new salespeople, who took a risk to co