Glossary
Sales manual
Contains your sales process, strategy, structure, training, compensation and more.
A sales manual is the only sales document reps at your company should need. It contains your processes, strategies, structure, training, compensation, and any other necessary resources or sales materials, and should be updated regularly by management.
Sales manuals are necessary for providing:
1. Sales knowledge — rep knowledge is a key indicator of sales success. A sales manual is the primary reference and training for all four types of sales knowledge: product, industry, customer and sales process knowledge.
2. Management efficiency — without a good single source of information and training, management is constantly barraged by reps asking for information; “single-use” sharing of information (e.g. Slack messages) is a bad use of time. Effort spent improving the sales manual compounds over time.
3. Enforcement — if reps can’t find (or remember) your rules and policies, they won’t follow them.
All sales teams need a sales manual or central organization of sales materials.
Sales manuals are necessary for providing:
1. Sales knowledge — rep knowledge is a key indicator of sales success. A sales manual is the primary reference and training for all four types of sales knowledge: product, industry, customer and sales process knowledge.
2. Management efficiency — without a good single source of information and training, management is constantly barraged by reps asking for information; “single-use” sharing of information (e.g. Slack messages) is a bad use of time. Effort spent improving the sales manual compounds over time.
3. Enforcement — if reps can’t find (or remember) your rules and policies, they won’t follow them.
All sales teams need a sales manual or central organization of sales materials.