Want reps to engage with a sales playbook? Let them help build it. Creating a sales playbook takes time and effort, but it’s only useful if the sales team sees it as a tool for driving success. If reps see areas for improvement but don’t feel empowered to suggest a change to their organization’s sales process, they might not feel compelled to lean on the playbook at all. The key to driving engagement, sales leaders from Austin tech said, is employee ownership. At freight brokerage company Arrive Logistics and database startup MongoDB , sales leaders said playbook development and […]
