Optimizing Playbooks: Guidance for Sales Representatives and KPI Evaluation

A sales manager can clearly define the guidelines for sales representatives by using different Lead and Opportunity document types for specific sales scenarios. Based on those document types, a sales manager can create a Playbook to track and advise sales representatives as they process their Leads or Opportunities.

They can also leverage Call List and Surveys to seek and further develop new deals.

By monitoring call list metrics, they can obtain insights into their team performance and stay updated with their progress.

It is vital for a sales manager that all sales representatives know the sales process, from Lead creation to conversion into Opportunity and then managing the Opportunity until a win. Since sales teams have varying experience and knowledge of specific company processes, designing a sales playbook can guide sales representatives.

In SAP Sales Cloud Version 2, Playbooks can be created for Leads and Opportunities. This feature allows sales managers to define and standardize the sales process.

Eduard, the sales manager, wants to create and implement a Playbook for Leads.

Watch the video below to learn how to configure a Playbook for Leads in SAP Sales Cloud Version 2.

You have just learned how to configure a Playbook for Leads. In the following video, let's see how Eduard configures a Playbook for Opportunities.

Let's take a look at an example of Playbooks for Opportunities.

The progress bar shows the following information at each of the sales phases:

• Playbooks applied along with the activities and actions
• Manually added activities
• Relationship Intelligence recommendations

Using Playbook Effectiveness, sales managers can see how their Playbooks perform in the real world to win opportunities. They can use this feedback to update their Playbooks to be more effective. Playbook Effectiveness is comprised of the following sections:

• Insights
• Actual Average Usage
• Effectiveness Score
• Opportunity List

The following activities are currently tracked for effectiveness calculations:

• Playbook Activities - Appointment, Tasks, Email, Survey
• Manually created activities (same as above) and follow-on Sales Quote