New hires sell in months, not years.
Onboarding rests on a written method, not on the luck of finding a good mentor.
Coach PlayBook Sales · a Practys tool
Talent can't be cloned. Method can.
How do you grow your sales and secure your commercial targets? Our answer: distil and model what your best salespeople actually do, and turn it into your sales journey. We write it with them, rethink every step, arm it with proven persuasion techniques, and make it the standard for the whole team.
The problem
You've done the hard part: recruited talent, rolled out a CRM, funded training. And your best people win. Yet the gap keeps widening between them and the rest of the team.
What does having no method cost you?
- Your best salesperson leaves? Their know-how walks out with them.
- A newcomer arrives? They'll spend months guessing what no one ever wrote down.
- Every rep sells their own way? Your clients hear it, and they take advantage.
The one thing that turns individuals into a sales force, a shared method, is written nowhere. It lives in a few heads. And it will leave with them.
A method that isn't written down doesn't belong to you.
The real question: how do you make your best people's method the standard for everyone?
Three answers below: what it returns, how it's done, who you do it with.
What changes
A playbook isn't a document. It's an asset.
Your middle of the pack takes off.
That's where most of your revenue sits. When the average moves up a notch by applying the best people's method, the whole result follows.
Your pitch becomes a signature.
From one rep to the next, the client hears the same standards, the same value, the same defended price.
The know-how stays with you.
Departures no longer empty the house. The method belongs to the company, not just to individuals.
The process
Five sessions to write the method.
A working group brings together your best salespeople and one or two managers, facilitated by a Practys consultant. Session after session, the method is written, refined and validated.
The diagnosis
Why do some succeed more than others? The group dissects what your best salespeople do and challenges the written method where one exists.
The outline
The major stages of the sales journey are laid out, and rethought where needed: for each, the key activities, the critical success factors and the tools required.
The detail
Each stage is deepened with the methods that actually win in the field, enriched with the selling and persuasion techniques Practys brings.
The validation
The group scrutinises each stage and validates it. The playbook becomes the shared reference, owned by those who wrote it.
The global review
An end-to-end read, consistency throughout, adoption. The method is ready to roll out to the whole team.
At every session, a structured summary is produced and shared. Between sessions, participants reread, comment and ask their questions directly in the tool.
The playbook
Concretely, what do you get?
Not a binder, not one more slide deck: a method book, written for your team, in your language, in your words. Inside:
- The sales journey in structured meetings, from first contact to signature.
- The tools to steer the portfolio and prospecting.
- The discovery grids and the named question banks.
- The selling and persuasion techniques, step by step.
- The golden rules and the field cheat sheets.
Delivered as a web mini-site, readable on computer and smartphone, with a built-in AI: your salespeople ask it their questions, it answers with your method. Opposite, a faithful, anonymised excerpt of a playbook we actually co-created.
Sales playbook · anonymised excerpt
From first contact to signature.
R1 · AuscultationR2 · ValidationR3 · ExpositionR4 · SignatureSteeringGolden rules
R1.1 · Opening the meeting
The 4×20 rule
20
first steps
Your bearing and confidence as you arrive on site.
20
first gestures
The handshake, the posture, the eye contact.
20
first words
An opening prepared, never improvised.
20
first seconds
The first impression never replays.
R1.3 · Motivational questions
The bank of 16 named questions
« Starmania »
Put your counterpart in the spotlight so they open up.« How did you manage to build a network of sites like yours? »
« Max la menace »
Awaken the sense of risk, the engine of change.« What would happen if nothing changed? »
... and 14 others, each with its intent and a ready-to-use script.
R2 · The 4 go / no-go filters
Technical credibilityAbility to buyCompetitionFit with the pipe
The tool
Expertise leads. The tool follows.
Coach PlayBook Sales doesn't write your method for you. It gives the working group a professional framework so no idea is lost and no session runs out of steam.
Every session becomes an asset
Structured summary, decisions, standout verbatims from your best sellers: the raw material of the meetings is captured, never scattered.
Work continues between sessions
Each participant comments on the playbook elements and asks the consultant their questions. The method also moves forward between two meetings.
Your documents strengthen the method
Existing method, product sheets, training materials: the group builds a base of sales intelligence. The playbook rests on facts.
The consultant keeps control
The AI assists behind the scenes to prepare sessions and challenge content. The Practys consultant decides: nothing enters the playbook without their approval.
Data hosted in Europe, walled off client by client.
Practys, sales accelerator
Your method, written with the people who wrote the books.
Practys Conseil is a firm specialised in the art of selling and persuasion techniques. Our consultants don't discover the subject with you: they set it down in black and white, published by Dunod.
- « Les accélérateurs de vente » : 100 techniques to sell more, faster, at a higher price. The reference on sales techniques, reprinted four times.
- « Faites évoluer vos méthodes de vente ! » : adapting your commercial approach to your market. The very subject of your playbook.
Your playbook is facilitated by a consultant who has spent a career formalising what makes people buy.
