Finally if you want your sales manual to be highly used and solidly understood youll need to make it easy to access and easy to absorb printing the manual is just one way of putting it in front of the team while this is the traditional way it has limitations its also convenient to securely post the document on your companys web platform this is especially useful when content . Glossary you may need a glossary of terms and acronyms associated with the product index includ an index if the sales manual is over 50 pages reference material include a listing of where they can find more information about the product or a specific technology this may be links to your website or other websites packaging. If you ask sales reps to describe their place in a corporate structure chances are theyll say something about being the last link in the supply chain fact is theyre being modest products may be great services may be superb but great sales reps can make or break a company given their importance regular training isnt just a good idea its critical the company that keeps its . To format and organize a selling manual physically it is a template only and does not imply that the sample entries are complete or correct you must enter your own work to make this a working copy of your sales manual table of contents inventory and description of tools 3 features and benefits 5 mission statements 6 status quo probes 7 standard probes 8 emergency and best of all possible . If your sales team is operating without a sales process you need to do something about it right now fortunately creating a sales process from scratch isnt as complicated as it seems to help give your sales reps a clear and effective path to follow weve created this start to finish guide on how to build a sales process from the ground up