Building Your Personal Sales Playbook – Making Training Stick

Training days end. Your sales work does not.

You walk out of a good training day energised.

Your notes are full. Your workbook is thick. Your head is buzzing.

Then emails happen. Meetings happen. A week passes. Old habits creep back.

The final step in this series is about preventing that slide. The sales training is designed to give you more than a good day. It gives you material you can turn into your own ongoing playbook.

What goes into a personal sales playbook?

A playbook is simply a living document where you keep:

• Call structures that work for you

• Question lists for different scenarios

• Objection themes and responses

• Email templates and follow-up sequences

• Notes from wins and losses

The Academy’s workbook becomes the starting point. You add to it as you test ideas.

Turning training content into habits

Across this series, we’ve covered mindset, structure, listening, objections, solution selling, negotiation and account growth.

To make those stick, you can:

1. Choose one focus per week

   For example, “This week I focus on asking better follow-up questions.”

2. Track simple metrics

   Calls made, meaningful conversations, next steps agreed.

3. Review one call per day

   Ask yourself what went well and what you’d change.

4. Update your playbook regularly

   When a line works, capture it. When it fails, adjust it.

This mirrors what high-performing teams do. Training data shows that top organisations treat sales training as an ongoing rhythm, not a one-off.

Using the Academy as a long-term partner

Because Premium Sales also runs outsourced sales campaigns, the Training Academy stays close to what works in live markets. New insights from campaigns feed into future courses.

You can:

• Attend different levels as your role grows

• Bring teams for on-site tailored sessions

• Revisit topics like objection handling or negotiation when markets shift

Your playbook grows alongside that journey.

Bringing the series together

Here’s how the ten blogs connect:

1. Human skills still matter in a digital world

2. Mindset sets the tone for every call

3. Structure stops you freezing on the phone

4. Active listening builds rapport and trust

5. Objection handling keeps conversations moving

6. Solution selling focuses on outcomes, not features

7. Negotiation protects value

8. Cross-selling and upselling grow existing customers

9. Training supports real career paths in sales

10. A personal playbook makes all of that stick

If you work through these themes in your own playbook, and combine them with practical, CPD-certified training, you give yourself a serious advantage in a rapidly changing sales world.

For dates, pricing and course details, visit the Telesales Training Academy.

FAQs: Personal sales playbooks

1. Do I need special software to build a playbook?

No. You can use a notebook, a document or a simple spreadsheet. The important part is that you use it regularly.

2. How often should I update my playbook?

Little and often. Add notes after calls, weekly reviews or whenever you notice something that works.

3. Can a team share one playbook?

Teams can share a core playbook, but each person should also have personal notes and adaptations.

4. How does the Training Academy support playbook building?

Courses include workbooks, example scripts and practical exercises that you can turn straight into your own material.

5. What if I fall back into old habits?

That’s normal. Use your playbook and training notes as a reset. Pick one habit to refresh at a time, rather than trying to fix everything in a day.