10% More Wins: The Power of Effective Sales Playbook Creation & Adoption
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
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 This often leads them to reverting to outdated training or relying heavily on manager coaching (which seldom happens because going through tons of call recordings and coaching each rep personally is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.
How Zime creates a living sales playbook and drives adoption
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.
- 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.
- 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.
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.
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!
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.