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Sales teams have unique and widespread responsibilities in order to connect with customers and show the value of their products. They need to have product expertise, understand the sales cycle, communicate billing information, and stay on top of industry happenings - all the while making sure they have a good understanding of their customer's needs. With so much knowledge to create, share, and maintain, it can be overwhelming to get started organizing their resources.
That said, it's still important to organize your sales team's knowledge in a logical, easy-to-navigate structure. Here's a walkthrough of our Sales framework to serve as a starting point!
You can easily add and customize the Sales collection framework here (just select Sales under Import a Pre-Populated Collection Framework). Don’t be afraid to start small, with only one or two key pieces of the following information. Choose the topic your team is struggling with the most, and then expand from there.
The first Board you'll find in our Sales Framework is the Welcome to Sales Board. This Board serves as a starting point for anyone exploring the Collection and can house Cards that break down ownership and basic policies for the team. This is also a great place to highlight team goals in a central location to remind sales reps what they are working towards.
The Sales Onboarding Board can be used to guide a new hire through the first couple of weeks as they get ramped. Onboarding can be daunting, but breaking down the "need to know" information into different Cards with milestones attached can make the process feel more autonomous. Check out our blog post about how the Guru team uses Guru internally to onboard new team members.
The Sales Process Board can be used to guide your team through each stage of the sales cycle. This serves as the source of truth for any questions that come up about long-standing procedures for the team. The verification capability makes it easy for sales/ops leadership to keep these up to date.
The Sales Tech Stack Overview Board is a helpful place to store basic information about the tools sales reps need to do their jobs. This is helpful for a new hire to explore, or other internal stakeholders to check out if they have questions for the team before shoulder tapping directly. Remember, your reps may be using these cards via the Guru browser extension while actually working in these systems.
The Sales Assets Board is a great resource for reps to grab the things that they’d send to a customer, such as case studies, datasheets, and whitepapers. Sometimes just pasting a link to an external drive can be a huge time saver!
The Messaging and Positioning Board is a great place to ensure your team is communicating a cohesive story. Your sales methodology, talk tracks, and demo prep templates are great resources to place here. Your team can even collaborate with each other in the comments section of those Cards to highlight examples or suggest updates.
The Pricing and Packaging Board serves as an internal reference point for all questions related to pricing. Sales reps need this knowledge often, so it may be worth favoriting Cards in that Board for future reference.
The Frequently Asked Questions Board is a great place to house Cards that walk through commonly asked questions by prospects. Using AI Suggest or Knowledge Triggers, these commonly used Cards can surface where the sales rep is working (email, Salesforce, etc.) as keywords appear where they work.
The Enablement Sessions Board is a great place to store information from product enablement trainings. It is important for sales reps to be product experts so attaching slide decks or recordings of sessions is a great way for your team to continuously learn about the product on their own time. Check out how Guru uses Guru to make sure our sales team (and others!) are prepared for new product launches.
The Market Research and Knowledge Board can be used to house information such as competitor and market intel. If there is disruptive news in the industry that you want to share with your team, utilize announcements to require users to check out a certain Card and certify that they’ve read the info.
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