Did you know that typically, a sales employee spends a quarter of their day looking for information? That's a lot of time! What email to send out, when, which brochure to use, what's the latest version of the sales presentation they are supposed to use...your salespeople shouldn't be worrying about these things! They should instead be focusing on leads. They should be focusing on closing! But that doesn't happen. You know why? Because, generally, in an organization, only about 20% of the knowledge is documented and shared. That means, the other 80% probably exists in the heads of employees. Can you imagine what would happen if they quit, go on leave or just forget to share? This is one of the reasons for the huge disparity in performances between different salespeople or channel partners. Playbooks can resolve this challenge effectively as playbooks make sales success repeatable by documenting every step of the sales process and mapping the right assets to those steps.