Developing a Sales Playbook Training Course
Course Overview
| Course Title | Developing a Sales Playbook Training Course |
| Organization | Tech For Development (T4D) |
| Venue | Tech For Development (T4D) Training Center along Tala Road, Runda, Nairobi |
| Duration | 5 days |
| Target Industries |
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| Target Job Roles |
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| Course Fees (Face-to-Face) | USD 1,100/KES 75,000 (Exclusive of VAT) |
| Course Fees (Virtual) | USD 1,000/KES 70,000 (Exclusive of VAT) |
| Training Modes | Virtual and face-to-face training |
| Payment | Payment should be made to the Tech For Development (T4D) bank account on or before the start of the course |
| Accreditation | Tech For Development Certificate of Course Completion |
Course Overview
A Sales Playbook is the strategic engine that drives consistent performance across your sales team. This course guides participants step-by-step in creating a practical, tailored Sales Playbook that includes positioning, processes, messaging, tools, and KPIs. Whether you're launching a new team or optimizing an existing one, this course provides the structure, templates, and guidance to build a playbook that closes more deals,faster.
Course Duration
5 Days
Target Audience
- Sales Managers
- Sales Team Leaders
- Business Development Managers
- Marketing Professionals
- Entrepreneurs looking to establish sales processes
Organizational Impact
- Increased efficiency and consistency in the sales process.
- Higher conversion rates from lead to sale.
- Better alignment between sales and other business departments.
- Standardized sales methods across the team, ensuring best practices are followed.
- Enhanced team morale through clarity and focus in sales objectives.
Personal Impact
- Improved confidence in executing sales processes.
- Greater ability to handle objections and close deals.
- A deep understanding of the structure of a sales playbook and how to adapt it to various industries.
- Enhanced leadership skills in managing and guiding sales teams.
- The ability to craft persuasive sales scripts and strategies for success.
Course Objectives
By the end of this course, participants will:
- Understand the essential components of an effective sales playbook.
- Develop tailored scripts and strategies to handle objections.
- Create step-by-step processes for lead generation, qualification, and closing.
- Align sales goals with overall business objectives.
- Utilize case studies to implement real-world sales strategies.
Course Modules
Course Outline
Module 1: Introduction to Sales Playbooks
- Understanding the role of a sales playbook in modern sales strategy.
- Components of a successful sales playbook.
- Aligning the playbook with business goals and sales targets.
- Identifying key performance indicators (KPIs) for success.
- Case Study: Reviewing a successful sales playbook from a top company.
Module 2: Building Buyer Personas and Customer Journeys
- Defining and segmenting target audiences.
- Mapping the customer journey from awareness to decision.
- Developing buyer personas for more targeted outreach.
- Creating sales content tailored to each stage of the buyer journey.
- Case Study: Crafting buyer personas and aligning them with your sales funnel.
Module 3: Crafting Sales Messaging and Scripts
- Developing value propositions that resonate with target buyers.
- Creating cold outreach templates and follow-up strategies.
- Writing objection-handling scripts for different customer profiles.
- Incorporating storytelling techniques to connect with prospects.
- Real-Life Project: Writing sales scripts for your industry’s common scenarios.
Module 4: Establishing Sales Processes and Workflows
- Designing lead generation and qualification workflows.
- Standardizing follow-up processes for consistency.
- Outlining steps from initial contact to closing the sale.
- Integrating sales tools and CRM systems into the playbook.
- Real-Life Project: Mapping a complete sales process for your organization.
Module 5: Implementing and Evolving the Sales Playbook
- Best practices for rolling out the sales playbook to the team.
- Training sales teams to adopt and follow the playbook.
- Continuously updating and improving the playbook based on feedback and results.
- Measuring the success of the sales playbook using KPIs.
- Case Study: Examining how a company iteratively improved their sales playbook to boost conversions.
Course Administration
Methodology
Instructor-led sessions use a blended learning approach combining presentations, guided practical exercises, web-based tutorials, and group work, delivered by seasoned industry experts. All facilitation and course materials are in English, so participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued a Tech For Development Certificate of Course Completion certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at the Tech For Development Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation & Airport Transfer
Arranged upon request.For reservations contact the Training Officer:
Email: [email protected]
Phone: (+254) 790 824 179
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our T4D Training Centre or at a convenient location.
Payment
Payment should be transferred to the T4D account through a bank on or before the start of the course. Send proof of payment to [email protected].
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