In addressing sales productivity, attention is usually focused on hiring the right reps, targeting the right prospects, following the right steps and providing the right sales coaching and training.
Sales Scalebooks are the lynchpin of increased sales productivity and a powerful lever to scale sales efforts
These pillars of sales productivity are important. However, these approaches on their own are ineffective if they don't capture the sales best practices throughout the buying process and make them available to the reps when they need them.
This collection of sales best practices is called a Sales Scalebook and is often the missing core that not only makes the sales reps more successful but also makes the other pieces of the sales productivity system more valuable.
