Foster Team Alignment and Consistency with a Custom Sales Playbook. A Technology Case Study from Sales Xceleration.
A rapidly growing construction technology company working to create a strong sales foundation engaged a Fractional VP of Sales to help. The company’s leadership team knew they needed to maintain consistency across the sales department as they expanded in team size and geography. Through the implementation of the Custom Sales Playbook, the team now has aligned sales stories and a comprehensive platform for integrating new staff members.
Challenges
The company was positioning itself for growth by adopting the Entrepreneurial Operating System (EOS) and needed to prepare for the transition. The leaders understood the need to align management and sales around the CEO’s growth strategy. They needed help to address the immediate requirements to achieve the goals, specifically to:
- Establish the account executive team across the US
- Maintain a consistent sales message during the company’s rapid growth
- Facilitate the transition of the sales team from managing existing sales relationships to an outbound, inside sales culture
- Expand brand awareness beyond the SE region of the US, driven by the company’s growth objectives
- Improve the current “Go-To-Market” strategy
Solutions
The successful combination of AI and human information intakes has proven to be a powerful tool in the creation of the SX Custom Sales Playbook. The CEO found this approach immensely beneficial exceeding the initial expectations. The implementation of the Playbook was a crucial tool to align their team. It enhanced team efficiency, accelerated task completion, and improved customer engagement, increasing the chances of hitting sales targets.
The senior leadership team committed to an annual review of the Playbook. This will allow for necessary adjustments and improvements, ensuring that the Playbook continues to serve as a valuable resource for the sales team.
“Through the playbook creation process, [our Fractional VP of Sales] ran an excellent discovery process and was able to distill our process into a comprehensive document. It greatly enhances the advantages of our Facial Recognition Workforce Management solution in the marketplace going forward.” George W. Gilbert II, CEO
Results
The Sales XCeleration Custom Sales Playbook became the centerpiece of their strategy and process to achieve the high level goals.
- A unified sales message was created to aid in the onboarding of new team members.
- A consistent sales approach was tailored to each city’s needs (Atlanta, Houston, LA, and Phoenix).
- The Playbook provides a resource-rich platform, supporting the CEO’s growth strategy and ensuring sales consistency.
The big win: Consistency within the sales team was prioritized, aligning with the CEO’s strategic growth plan spanning from 2024-2027.
Let’s work together to create a custom AI-enabled Sales Playbook for your sales team and deliver your “big win.”
