I’ve read all kinds of titles and sections of – and YES, have been guilty over the years of creating several fancy – sales playbooks. But do they really work? I mean, similar to how football players create, plan, study, and execute set plays, run their weekly practices by them, study them, film them, compare notes on them, and this sense of a living, breathing set of best practices very specific to that organization? Not something that’s WORN (written once, read never) and shoved on a bookshelf for posterity!

Have you ever created or seen one that actually produced better than expected results? Not just won a play, the game, or a winning record for the season. But playoff and championships! If yes, how was yours different? If no, why do you believe they fall short of expectations?

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn