3 Ways to Develop a Training Program in Your Sales PlayBook

Training is an important part of developing your sales team, but it can be hard to integrate sales training into busy schedules. Instead of investing in a separate training program, use your Sales PlayBook as your training process.

Here are three ways you can use your Sales PlayBook as a training platform.

Use the playbook to onboard new hires.

Your Sales PlayBook is a key resource for new hires. Instead of just asking them to explore it, create a section in the playbook that guides new hires through the onboarding process.

Develop a new hire training program that incorporates basic information about your offering and process with sales skill training and introductions to other departments. Build the program out in the playbook, creating links to relevant sections.

Develop a process for how new hires will walk through the training program. You might add assignments or quizzes at various parts of the process, only allowing them to proceed after completion. You could also make the training time-bound, giving them specific topics to cover within each of their first few weeks.

Make sure you assign a mentor or coach to partner with each new hire throughout the training program. They can monitor the new hire’s progress and provide feedback and advice.

And don’t forget to include playbook training in your training program!

If you don’t have an onboarding process, check out our Sales Onboarding Process eBook.

FREE eBook: Sales Onboarding Process

Review playbook topics in sales team meetings.

Sales team meetings should work to inform, inspire, and focus the team. One way to do that is to add training, and the playbook is a great foundation for that training.

Training doesn’t have to be restricted to the person running a sales team meeting. To develop your team members and reduce the burden on the person running the meeting, ask your salespeople to provide training during meetings. You could assign various topics or playbook pages to people on the team, or give them the flexibility to choose their own topic.

One easy way to train the team is to ask them to read a page in the playbook before your sales team meeting, then facilitate a discussion based on what they read. You could also ask them to add comments to the playbook page after they read it.

As you review training topics, you may discover that they need to be refreshed. Revise the content so it reflects current best practices.

Use working sessions to develop and practice content.

You can cover a lot of content in a 15-minute discussion during a sales team meeting, but if you want to develop or role practice content, it may make sense to schedule a separate working session.

Identify topics in the playbook that need to be developed or expanded, then schedule a meeting to work together to develop the content. You can work together to brainstorm content, then assign each topic to a person or small team to develop the content. For shorter updates, you can complete them together.

These longer working sessions are also important for role practicing elements of your sales process. Role practice is a key component in any training program, and building it around playbook topics can give you a good place to start.

Develop role practice scenarios, then have people role practice in groups of three, with one person playing the prospect, one person playing the salesperson, and one observer.

When role practicing scripts, you may find that they don’t sound right when spoken aloud. This is an opportunity to go back into the playbook and edit the content so it sounds more natural.

Check out our training topics checklist for more sales training ideas.

Sales Training Topics Checklist

By | 2017-10-04T17:24:53+00:00 October 19th, 2017|Sales Leaders|2 Comments

About the Author:

Elizabeth is CFS's Operations Officer and Senior Advisor and is the Product Manager for the Criteria for Success Sales PlayBook. She writes about sales leadership, management, teamwork, motivation, and process based on her work with CFS's clients. Elizabeth also hosts the CFS roundtable discussion episodes of the Let's Talk Sales podcast.


  1. Sean Covey January 15, 2018 at 9:01 am - Reply

    Thank you for these great sales training techniques.I would like to add that overloading your team with too much information may be distracting and produce minimal results. You should go in with a plan to focus on just a few things and re-evaluate the team’s success later before moving on.

    • Elizabeth Frederick January 16, 2018 at 10:47 am - Reply

      That’s a great point, Sean! So many people think they need to do a ton of training at once. Bite-sized training is easier for the team to implement, and it’s easier for you to measure the results.

      Thanks so much for your comment!

Leave A Comment