The sales manual is a fundamental document in any sales department, especially in times of economic uncertainty.
In fact, Zendesk’s 2021 Sales Trends Report revealed that 40% of leaders feel they need to act more on the changing needs of their prospects and customers as a result of the COVID-19 pandemic .
Faced with an unprecedented global crisis, sales teams have realized that success is only possible with a clear action plan and smart investments , aimed at better meeting the needs of consumers and making the work of salespeople easier.
To help you get off to a good start, we have prepared this practical guide where you will learn:
What is a sales manual?
What are the objectives of a sales manual?
What is the importance of the sales manual?
What is the structure of the sales manual?
How to make a sales manual step by step?
Forward!
What is a sales manual?
The sales manual is a document prepared by companies to guide their representatives in the sales process . Its objective is to offer relevant and concise information about the products and services marketed, so that the seller can present their characteristics, benefits, uses and purchasing conditions to the customer.
Do you want to be prepared for all business challenges? Discover the 5 stages of business growth according to Harvard .
What are the objectives of a sales manual?
The objectives of the sales manual are to inform employees, align strategies, suggest approaches to adverse situations and promote the resources necessary for commercial success.
1. Inform employees
The first objective of the sales manual is to inform :
business procedures;
best practices and sales tactics ;
collaboration protocols between different teams;
performance standards.
This keeps team members on indonesia phone number format track and allows them to hold each other accountable to established criteria. Therefore, it is important that the sales manual is a document that is easy to access, read and understand.
You may be interested in reading: Structure of a sales plan: 7 pillars for success .
2. Align strategies
The second goal of the sales playbook is to align strategies . This includes:
define the target market ;
establish the market size;
design the sales cycle;
define the buyer persona and its characteristics;
make a list of current clients;