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22min chapter
CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
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Crafting the Sales Playbook
This chapter explores the critical role of a structured sales playbook in small businesses, especially mom-and-pop restaurants, highlighting the 'five P's': people, prospect, problem, process, and product. It emphasizes the necessity of documented best practices for coaching sales teams and achieving consistent performance, illustrating this with real-world scenarios and analogies. Moreover, the chapter discusses the importance of a well-organized onboarding process to establish clear expectations and virtues for new hires to ensure their success.
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