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?