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10% More Wins: The Power of Effective Sales Playbook Creation & Adoption

Learn how a Senior Director RevOps is creating a sales playbook to boost sales performance across 60+ products in a Utah based software company.
SKO done, adoption none!
Sanchit Garg
Sanchit Garg
Cofounder & CEO, Zime
Published Jul 24, 2024

Foreword

Faced with the daunting task of overhauling an antiquated system, a Sr. Director RevOps quickly identifies a critical need: the creation of sales playbook and handbooks for his team.

With over 60 products to master, Sr. Director RevOps’s goal is not just about creating playbook but ensuring their effective use in real-world sales scenarios. Through ongoing coaching, data-driven insights, and targeted training, the goal is clear: to achieve significant improvements in sales performance and win rates.

Enter Zime, expert in building and driving the adoption of sales playbook. Zime’s approach goes beyond mere sales playbook adoption; it provides an actions checklist, contextual to your company, products, sales cycle, competitors, market, etc., to the sales reps before every sales call right into their conversation channels.

Loopholes - Sales performance and playbook creation

Five Stage Sales
A vicious cycle of the sales playbook flywheel.

We recently had a conversation with a Sr. Director RevOps from a Utah based software company about a major project: creating a living sales playbook and a sales rep handbook. The goal was to provide clear guidance on excelling in their roles, managing time effectively, and mastering the sales process.

We shared how Zime can help with this by not only creating a detailed playbook but also ensuring they’re effectively adopted by the sales team. Sr. Director RevOps explained that their focus is on transformation projects and that with over 60 products, they need sales playbooks that cover everything from start to finish and sales handbooks that can be used for daily calls.

Although they’re using tools like Co-pilot, we shared how it’s not learning their company’s sales plays, helping in building their sales playbook, or coaching reps personally.

Another reason is; the pop ups in the video might be distracting during calls, and the information might not always be relevant or accurate so the reps will mostly shut it off. This often leads them to reverting to outdated training or relying heavily on manager coaching (which seldom happens because going through tons of call recordings and coaching each rep personally is exhausting!)

We discussed the challenge of the "forgetting curve",where reps struggle to remember all the training content and end up with playbooks that don’t get used effectively. Sr. Director of RevOps also mentioned that reps might not be fully engaging with the content or applying it properly, suggesting there could be gaps in the current sales methodology.

Sounds like a nightmare, doesn’t it?
Sales Kickoff was a masterpiece, adoption was more like, 'Art? Never heard of her.'
Looking to create a living sales playbook and drive adoption across your sales team?

How Zime creates a living sales playbook and drives adoption

Sounds like a nightmare, doesn’t it?
AI-native GTM Brain optimizing your sales processes

Sales playbook creation & continuous adoption

Zime works with your sales methodology, whether it's Challenger or another approach, by reviewing past call recordings to see how reps are performing, we then compare this with what top reps are doing.

From there, we create a detailed action plan that covers thousands of steps, tailored to various stages of the deal, different prospects, and product lines. Plus, Zime offers support before and after sales calls.

Pre-call Checklist:
  • First, Zime collects all the information from your past recordings, training, and playbook in order to generate just-in-time actions for you.
  • You get a list of action items one hour before the sales/discovery call (As shown below)
  • They directly appear in the conversation channel you use. (Teams, Slack, Zoom)
  • This also includes recordings from top reps so they can quickly learn how to manage certain objections if they arise during the discovery call.
Sounds like a nightmare, doesn’t it?
Checklist delivered right into your messaging app one hour before the call
Post-call Scorecard:
  • Get a detailed view on your performance in the form of a scorecard.
  • Reflecting points that give more clarity to improve faster (As shown below).
  • You are scored on sales skills, product and industry knowledge.
Sounds like a nightmare, doesn’t it?
Scoring reps on sales skills, product and industry knowledge

Think of us as a company who can create your living sales playbook and get your sales plays adopted in no time.

Unlike traditional training and LMS platforms like Clari, Mindtickle, Highspot, Bigtincan, etc. where you go through the material just once, Zime provides ongoing, and clear support. Sales managers get objective data and conduct more effective pipeline reviews.

Seamless integration with your current tech stack and fully compliant

  • Zime seamlessly integrates into your current workflow. Compatible with various conversation channels like Microsoft Teams, Slack & Zoom, CRM platforms like Gong, Salesforce & HubSpot.
  • Enables CRM updates with just a single click that saves 20-30 mins of a rep’s time daily.
  • Generates AI-powered follow-up emails after calls, saving you time on drafting for potential clients.
  • Ensures compliance, keeping your data secure. Upholds gold standards for security and privacy.
Sounds like a nightmare, doesn’t it?
Single source of truth and measurement across your GTM strategy and org

Want to get started?

If you resonate with this and want to make your sales plays actionable and measurable, we would love to have you onboard.

Your next steps:

Pilot for 21 days - no fees, no training till you see results.

No more shelf-ware playbooks or a graveyard of call recordings!

Sounds like a nightmare, doesn’t it?
That's exactly how our customers feel when they use Zime.

Overview

Need for Playbooks: Sr. Director RevOps of a Utah based software company requires sales playbooks and handbooks to guide reps effectively across a complex product suite.

Current Tool Issues: Tools like Co-pilot aren’t supporting playbook adoption or rep performance due to lack of personalized rep coaching and sales playbook adherence.

Integration & Security: Zime integrates with existing tools, offers AI-generated follow-ups, and ensures high standards for data security.

TagsSales PlaybookSales Playbook AdoptionCreate Sales PlaybookSales PlaysSales RepsSales ManagersSales LeaderRevOps
Sanchit Garg
Sanchit Garg
Cofounder & CEO, Zime
Meaningful goals drive me. My goal is to empower everyone to be a top-performer with accurate nudges in the workflow. Before InnerFit, I founded TravelTriangle for "Holiday Experience," which achieved market leadership with $42mn+ ARR and a team size of 700+ go-getters.
In this Blog

Frequently asked questions
How does sales playbook adoption help sales reps?
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Faster Onboarding: New sales reps can get up to speed quickly with an AI by their side, reducing the learning curve and enabling them to become productive faster.

Enhanced Confidence: A playbook provides clear guidelines and proven strategies, boosting reps' confidence in their approach and interactions with prospects.

Increased Win rate: When more deals are closed, it increases their performance and the win rate. Sales leaders are able to have a clear view of the pipeline.

What sets Zime apart from other AI tools like Co-Pilot?
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Zime vs Copilot: Unlike other tools that primarily record calls and take notes, Zime goes beyond analyzing data to offer tailored recommendations aligned with company’s sales and marketing data and customer decision drivers. It keeps the sales playbook updated in real-time and integrates seamlessly with most of the messaging tools, fostering continuous improvement and faster sales cycle times.

Why do we need sales playbooks and handbooks?
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Sales playbooks and handbooks are essential tools that provide clear guidance for sales reps on how to excel in their roles, manage their time effectively, and navigate complex sales processes. They ensure consistency in sales practices, enhance training, and improve overall sales performance by providing a structured approach to selling.

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