Wiki your sales playbook!

Did you ever had the feeling that the sales playbook that marketing or product management was sending to the field, didn't really provided what you needed? All the nice graphs, competitive positioning, the wonders of your technology...they didn't really made it?
And then, you have a smart sales guy and you ask him, how do you position your company when you compete against "x,y,z" and you feel the "aha, that's it"?

Why don't use wikis to have your sales force contribute to the sales playbook?

Apart from the novelty of the technologies, the fact that you can benefit from collective editing for a document like a sales playbook, makes a lot of sense. The people who will actually be using it, can contribute with their own examples, customer quotes, reflections on how to sell and compete,...It can be collectively filtered in a process that will distill the best in a much better way than any product manager can do alone.

I like this because it's a very good example of how using basic technologies a company can start optimizing information intensive business process that have been thought as hierarchical, when in reality can benefit a lot if one looks at them as collaborative.

Just test it: create a wiki and give your sales forces the ability to contribute. Wait and see the results. You'll be impressed.