Sales Playbook as a Personal Self-Management Tool

Sales Playbook

Today’s guest is Paulo Emílio, SDR at LeCupon and will talk about the importance of Playbook as a personal self-management tool.

If you want an example playbook, you can use our Sales Engagement playbook.

Sales Playbook as a Personal Self-Management Tool

Self-management is the internal capacity that a person has to manage himself. Without understanding and understanding what is happening or without a clear expectation of where to go, a professional can hardly solve their problems alone.

Within a playbook, we can have goals, rates and performance indicators that make it clear what is expected of a new professional.

If he knows he needs to get to that amount, he will have more personal self-management and will have a clear focus on what needs to be optimized to get there at that moment.

This allows him, even with little process time, to propose and execute some improvements in his execution by himself. It also prevents you from wasting time on optimizations that will have little or no impact on the process.

And keeping the document up to date makes it easy for the team to always be looking for the best realistic numbers at that time of year.

And when the playbook isn’t right, it’s time to update it and make it the best document for the business team again.

What is Sales Playbook?

It is a document that governs all information relating to the commercial department. It encompasses the entire sales funnel, technical skills and steps that must be followed to transform a lead into a customer.

Typically, the process is not defined or may exist without having been formalized. The function of the playbook is to accelerate the result of new professionals who join the team and also serve as a reference for questions and information management.

Sales Playbook facilitates personal self-management as professionals know what they need to learn to deliver the expected result.

If there is necessary or important sales information, it needs to be centralized in that documentation.

How to start structuring your Playbook

Start by researching how to structure a playbook. It will be confusing at first but it helps to understand what should be considered for structuring this documentation.

It’s a trial and error process, with a lot of learning over the months. Hardly a playbook will be ready in less than a week. The opening week should be focused completely on a general framework of what it should contain without even creating anything.

You can use the flaws you already recognize in the commercial as a starting point and evolve the discussion from there. Another way is through the greatest difficulties the team has. You add value to what’s important and the team already takes advantage of the material.

The more people who have a particular problem, the greater the attention to be paid at this stage of the playbook and the greater will be the personal self-management of each one of the team.

And more and more, it is necessary to create or evolve the material explaining how it fits into the team’s day-to-day life and how this facilitates each one’s routine, preventing errors in later stages from happening.

Sometimes this recognition of problems and difficulties is most evident when we work with other people on the team. A problem that a salesperson faces can be solved in lead generation and so on.

Start simple and focus on the most important problems according to your reality. The playbook can be simple and powerful, with no need for complications.

To get you started quickly, start with your business process and passing the baton triggers. Doing these steps well done already adds an evolution to your team and everyone will start to have personal self-management of the process.

Another tip is to start with subjects that you need to constantly align with new people. This will save you, per new person on the team, about five hours a week.

It can follow in a reading, video or presentation format. The important thing is that the material is in line with the company’s culture and engages the employee with easy-to-understand communication.


Lastly, it is important to devote the same amount of time and effort to engaging members to use the material as not everyone understands at first where the material fits.

You can start your playbook by talking about personal self-management.

So, a presentation for everyone on the team, including the leader, makes it easier for everyone to join. Over time and with everyone contributing to the maturing of the material, it gets smoother as everyone feels like the creator of the document.

Thus, personal self-management becomes part of the team’s culture.

Today’s guest is Paulo Emílio, SDR at LeCupon and will talk about the importance of Playbook as a personal self-management…