sales playbooks of the 21st century - mobilepaks

How to Turn Your Playbooks Into Indispensable Performance-Boosting Sales Tools

Rich RudolphEVP of Sales, MobilePaks Prior: Sage Software, Keynote Systems and WebTrends

Chanin BallancePresident & CEO, MobilePaksPrior: CEO of VIA, Inc. and The Language Company

1. Playbook Design Why this matters to human learning and retention

2. 3 Must-Havesto Turbo-Charge Retention

3. Leveraging Technologyto Maximize Your Playbook Investment

The basics of human learning

Usually a PDF with links

Reps download from portal

25-75 pages of dense content

$25,000 to 50,000 to produce

(all in)

Maintained annually

Attention Encoding StorageBuilds up with studying and use

RetrievalHow easy it comes to mind

Forgetting: Nature’s Spam Filter

Cons• Poor Attention

and Encoding format

• No memory retrieval practice

Pros• Aggregates best practices • Aids in cross-team

alignment • Solid sales reference

asset

Of This Format

For Turbo-Charging Retention

Short chunks of knowledge

Short and

modularized for

quick reference

SCIENCE: Small digestible chunks aid in attention, encoding and memory strength

Include retrieval

practice to strengthen

memory

Deepens the learning of a subject or skill

Not just a little, but a lot!

Oldest and Best Support Technique: Spacing

Interactive with “Spacing”

SCIENCE: Timed intervals at 2, 7

and 30 days with knowledge

checks, flashcards, games

SCIENCE: Aids in transferring a

skill to different contexts (AKA

sales scenarios)

Mix it up (interleaving)

Make it relevant and

in context

Relevant to the

sales activity

Relevant playbook module paired with marketing content.

SCIENCE: Context

effect

Apply and Perform

SCIENCE: Boosts

retention 20-30%

Short chunks of knowledge

In context, on-demand

Retrieval practice to strengthen

memory storage and

retrieval

To Maximize Your Playbook and Training Investment

If sellers needed information, they had to go hunting for it.

On six or more content repositories, on average

Wasting an average of 7 hours per week!

Enriches Your Playbook, Increases its Impact

To Improve Use and Impact of Your Playbook

Make it Easy to Access

• Locate the playbook where sellers live (portal, CRM, etc.)

• Including the relevant section (searchable)

• Short and chunked (interactive playbook)

Guided Selling

• Automatic, intelligent recommendations

• Available in real-time and in the field

Cross-Device Compatibility

• Workforce increasingly mobile

• Solution needs to work on all devices and major operating systems

Ensure your playbook is being used—and is useful!

Behavior trackingUse, feedback, competency

and top performers

Revenue metricsPipeline velocity and quota

achievement

Content ROI Know which assets make a

difference

Work with the way sellers learn, retain and use information, not against it.

Remember: keep your content short and in context, with lots of retrieval practice opportunities.

Use the latest tech to make playbook content easier for Sellers to access in the moment it matters. Track usage and feedback so you know it’s working.

All registrants will receive a copy of our free brief, “Sales Playbooks for the 21st Century.” You can download it here: http://bit.ly/SalesPB21st

Questions? Comments? Shoot ‘em to info@mobilepaks.com.

@mobilepaks www.linkedin.com/company/mobilepaks