Presented by Rich Rudolph of Mobilepaks: Sales playbooks are one of the most effective sales assets; however, far too many of them are long PDF files with links that are difficult to digest, retain and use. Building a modular, interactive playbook informed by learning science not only makes the information easier to retain but far more likely to help sellers in a real selling environment. From this, you’ll walk away with: • The basics of human learning and why this matters to playbook design • Three must haves for turbo-charging retention and use • Leveraging technology to maximize your playbook investment

1. Sales Playbooks for the
21st Century

2. • Playbook Design
Why this matters to human learning and
retention
• 3 Must-Haves
to Turbo-Charge Retention
• Leveraging Technology
to Maximize Your Playbook Investment
Agenda

3. Playbook Design
The basics of human learning

4. Attention Encoding Storage
Builds up with
studying and
use
Retrieval
How easy it
comes to mind
Forgetting: Nature’s Spam Filter
Basics of remembering

5.  Usually a PDF with links
 Reps download from portal
 25-75 pages of dense
content
 $25,000 to 50,000 to produce
(all in)
 Maintained annually
The Typical Sales Playbook

6. Pros and Cons
Of typical sales playbook format
Cons
• Poor Attention and
Encoding format
• No memory
retrieval practice
Pros
• Aggregates best practices
• Aids in cross-team
alignment
• Solid sales reference asset

7. 3 Must-Haves
For Turbo-Charging Retention

8. Turbo charge tip #1
Short
chunks of
knowledge

9. Short Chunks of Knowledge
 Short and
modularized for
quick reference
SCIENCE: Small
digestible chunks aid
in attention, encoding
and memory strength

10. Include
retrieval
practice to
strengthen
memory
Turbo charge tip #2

11. Deepens the
learning of a
subject or skill
Not just a little,
but a lot!
Retrieval Practice
Oldest and Best Support Technique: Spacing

12.  Interactive with “Spacing”
SCIENCE: Timed intervals at 2, 7 and 30
days with knowledge checks, flashcards,
games
SCIENCE: Aids in transferring a skill to
different contexts (AKA sales scenarios)
 Mix it up (interleaving)
Example

13. Make it
relevant and
In context
Turbo charge tip #3

14.  Relevant to the
sales activity
Relevant playbook module paired with
marketing content.
SCIENCE: Context
effect
 Apply and Perform
SCIENCE: Boosts
retention 20-30%
In Context

15. Turbo charging retention
Short
chunks of
knowledge
In context,
on-demand
Include
retrieval
practice to
strengthen
memory

16. Leveraging Technology
To Maximize Your Playbook and
Training Investment

17. Until recently
If sellers needed information, they had to
hunt for it.
On six or more
content
repositories, on
average
Wasting an
average of 7
hours per week!

18. Guided Selling
Enriches Your Playbook, Increases its Impact

19. Proof that it’s Working
Ensure your playbook is being used—and is
useful!
 Behavior tracking
Use, feedback, competency
and top performers
 Revenue metrics
Pipeline velocity and quota
achievement
 Content ROI
Know which assets make a
difference

20. Technologies to Leverage
To Improve Use and Impact of Your Playbook
Easy Access
• Make it part of their
daily workflow
(content portal,
CRM, etc.)
• Make searchable
• Short , engaging
modules
Guided Selling
• Intelligent
recommendations
• On-demand, and
real-time
Cross-Device
Compatibility
• Support laptop,
tablet and phone
• BYOD – support all
major devices and
operating systems

21. Key Take-Aways
Work with the way sellers learn, retain and use
information, not against it.
Remember: keep your content short and in context, with
lots of retrieval practice opportunities.
Use the latest tech to make playbook content easier for
Sellers to access in the moment it matters. Track usage
and feedback so you know it’s working.

22. Questions?
Call 1-800-737-8481
Write marketing@mobilepaks.com
Follow @mobilepaks
Schedule a free demo at www.mobilepaks.com/free-demo
Free resources at www.mobilepaks.com/resources