“Investing in your manual is an investment in resources and in the ability to work alongside your team on high-value activities and prized client relationships, even when you’re not readily available.” – Eduardo “Eddie” Baez in today’s Tip 910
Does your company have sales manual for their team?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s guest is self introducing, so I’ll just let Eddie take it from here:
Eduardo “Eddie” Baez: Hi Daily Sales Tip Community. My name is Eddie Baez with Teams Win Championships. And my message today is for sales leaders that haven’t updated or ever created a sales manual for their team. Employee handbooks do more than just safeguard the business from workplace discrimination claims or misconduct. These documents provide new and existing employees with an overview of the identities and attitudes of the people for whom they are working with and for. In a we-focused sales environment, sales leaders should consider the type of message employees walk away with after reading their manuals. These manuals also offer sales leaders an amazing opportunity to connect with their employees and express their values and expectations for the sales department as a whole.
Being intentional about the messages upfront is a direct investment in the department’s long-term chemistry and socially acceptable norms. What is your sales manual say about how you expect the sales department to operate? Some companies have only a general employee handbook, while others invest in dedicated sales handbooks focused on the nuances for the revenue staff and general revenue employees. It’s like having another sales leader on the team that is available 24/7 and people can refer to at times of uncertainty. Investing in your manual is an investment in resources and in the ability to work alongside your team on high-value activities and prized client relationships, even when you’re not readily available.
In our experience throughout our sales careers, the following are a few of the topics frequently referred to in employee handbooks and suggestions for what to consider when structuring your team’s sales success guide.
First, the company’s expectations and KPIs. This lets everyone know where the bar is and what the expectations are from day one.
Second, the mindset, attitude, empathy, and sales emotional intelligence quotient that is representative of the mindset and attitudes of the people that you’re working with. Sales EQ is extremely important and knowing what those attitudes and mindsets look like and what the gold standard is, is essential to really making sure that you have a top-performing and really positive sales team.
A product glossary and industry-specific jargon. It is very difficult at times, especially for people who are transplanting to actually know not only the product entitlements, the product specifications, but industry-specific jargon, and to not only reduce ramp-up times and make sure that people are on the same page. These glossaries afford you a lot of save time, efficiency, and productivity to make sure people are laser-focused.
Next, Client Journey Guide. Breaking down the ideal client profiles and client acquisition and retention strategies that work best. Capture it. There’s so many great salespeople on your team. It’s such a great opportunity to understand how the client journey looks like from the outside and inside of the organization.
And last but not least, value proposition, storytelling frameworks, and essential talk tracks. You have so much IP and so many resources within the business that you can leverage. Capture it, codify it. It’s essential for anyone who’s stepping into the role, especially for anyone new, especially in this virtual sales environment, to hear from the very best in the business on the ways to say it, the ways to position it, and really drive that value home through the way that things are said to clients and what drives impact.
So these are my tips. I hope these have been valuable, happy selling.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!