WHAT IS A SALES MANUAL?

One of the fastest ways to increase sales of a product is to educate the sales force on the key features and benefits of the product, unique advantages of the product, how to sell the product, and the competitors of the company. Performance of the company largely depends on its sales team’s performance and capabilities. That’s why smart companies keep sales teams highly informed about all essential, relevant and helpful to being “smart” and effective. They supply every resource the sales team needs to do the job exceptionally well and keep them well trained.

The sales manual is part policy, part procedures, part best practices, part how-to guide. It explains protocols and processes. It provides standards of performance.

In all cases, conciseness and good organization of sales manual are important because salespeople don’t have much time to read and they need quick access to the information. It is essential that the sales manual is concise to provide quality information.

Some features of a sales manual are as follows

  1. Accurate and up to date.
  2. Relevant.
  3. Easily accessed.
  4. Readily available.
  5. Secure.
  6. Readily understood.
  7. Easy to read and well organized.
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