Take a look at an NFL quarterback wrist band – did you know quarterbacks have to memorize all of these different playbook codes?
Tom Brady’s play-call wrist band from 2016They signify multiple sets of playbooks, and field position assignments that quarterbacks need to have, literally, on hand. When you see a quarterback peak at his band, they flip through different sets of plays, find what they need and get back in the game.
If you are familiar with sales or customer success playbooks, you know you need them to keep all your team members in the loop, focused on the actions that promote revenue, and mitigate churn. Old world sales playbooks consisted of step-by-step, one-size-fits-all templates. As sales processes became more complex and data-driven, modern sales and customer success playbooks have become more scalable, adaptable, and most of all dynamic.
While NFL playbooks include 6 items such as the formation, the pass protection, and the routes the receivers are to run, your playbooks should include:
- Sales scenarios by stage or company size
- Industry specific verticals
- Product usage metrics
- Engagement metrics
- Sales efficiency practices
- Customer experience mapping
- Geographical regions
What a daunting task, right? If only you got paid like an NFL quarterback to do that.
There are tools out there that offer templates and playbooks. Komiko preforms machine learning on Salesforce wins and losses, and then creates playbooks that recommend tactical next steps for your team.
This way you save a lot of time and brain power mining through the data. You get an initial analysis of the data and metrics with a ready-made playbook, make your own changes according to your coaching style, rinse and repeat. Playbook recommendations surface for every team member and you don’t need to prioritize which customers receive attention first, since Komiko does this in real time.
It’s fascinating to see how the compliance rate is impacted by your decisions in real time
Want to see it in action? Contact us today.