 | 12 Non-Negotiable Goals Worksheet | Anthony Cole | | Best Practice | One of the markers of success is documenting what you want to accomplish. Take an inventory of the goals you won’t budge on this year. Next, share your goals with others and enlist their help in your accountability. This best practice activity can be done as a team or as an individual, by sales managers or reps… better yet, by all of the above! | | Professional Development;
Sales Leadership, Management & Coaching
|
 | 20 Questions for Business Fit | EcSELL Member | | Best Practice Document/Model | Use these 20 questions to identify the basis for long-term, strategic business partnerships. Understand the corporate profile and company direction, the organizational structure, key players and profiles, and department profiles and directions.
This model is also available in PDF format. | 11/17/2008 | Sales Methodology & Skills Development |
| 20 Questions for Business Fit | EcSELL Member | | Best Practice Document/Model | Use these 20 questions to identify the basis for long-term, strategic business partnerships. Understand the Corporate profile and company direction, the organizational structure, key players and profiles, and department profiles and directions. This model is also available in Word format. | 11/17/2008 | Sales Methodology & Skills Development |
| 2009 Sales Plan Compilation | EcSELL Institute Member | | Best Practice Document | | | Planning |
| 360 Feedback Assessment | The EcSELL Institute | | Best Practice Document | A collaborative leadership style allows a manager to effectively use their influence to create change across all levels of an organization. Some managers may be too authoritative and not allow enough freedom. While other managers may be too laid-back and not challenge their teams. The collaborative leader is able to listen, teach and engage their associates throughout an organization in order to drive results. Our new 360 feedback assessment helps a manager uncover how collaborative they are in their approach to management. | | Professional Development |
| 75 Sales Management Musts | Danita Bye | | Best Practice Document | If your sales organization requires a culture of discipline, clarity and transformation, find out what the 75 sales management musts are. Also included are the “buffers”, leading to success as a sales management professional. | | Sales Leadership, Management & Coaching |
| A Day in the Sun: Individualized Coaching for Sales Professionals – Performance Review & Planning Meeting Best Practice | Danita Bye | | Best Practice Document | Sales reps, territories and customers come in all stripes. In order to provide and receive individualized sales performance feedback, and to develop custom-tailored action plans, sales managers are using this meeting agenda template to guide individual sales reps territory plan discussions. The best practice explains the purpose of the meeting, outlines meeting goals and objectives, details prep work needed, outlines a detailed 1-day agenda, and includes a customizable customer analysis scorecard. | | Planning;
Sales Leadership, Management & Coaching |
 | Account Plan Template | EcSELL Institute Member | | Best Practice Document | Proactively identifying the key data, considerations and needs of your clients can help you better plan for their retention and growth. This template provides a comprehensive overview of the most important data points and is customizable to your organization’s specific account structure. Special thanks to members Steve Bohnenkamp and Chad Studebaker for sharing best practice tools from their organizations. | | Sales Methodology & Sales Skill Development;
Planning;
|
| Adaptive Leadership Survey | EcSELL Institute | | Best Practice Document | In order to adapt to rapidly changing business needs and increasingly complex challenges, capturing the collective wisdom and abilities of your entire organization is essential. Creating an adaptive leadership environment encourages each member of an organization to contribute at their maximum level. This assessment measures how effectively the key attributes of an adaptive leadership environment are represented in your organization. If your organization is interested in taking part in this assessment, please contact EcSELL Institute. | | Professional Development;
Sales Coaching, Leadership & Management
|
| Who’s on Your Board of Directors? | Courtney McCashland, PhD | | Best Practice Document | Guidance, mentorship and strategy are reasons everyone can use a Personal Board of Directors. Read how this can help you grow in your role. | | Sales Coaching, Leadership & Management |
| Client Profile Questionnaire | Danita Bye | | Best Practice Document | | | Sales Methodology & Sales Skill Development |
| Close More Sales! | Tony Cole | | Best Practice Document | Sales Managers have the opportunity to utilize this proven best practice from EcSELL Institute Pillar Partner Tony Cole, with their sales teams. It is not enough to just tell them to “go sell”, but help them with the pre and post call structures. | | Sales Methodology & Sales Skill Development |
| Coaching Skill: Asking For Details | Dave Kurlan | | Best Practice Document | Coaching is not just a role, but an activity. Learn how you can change the dynamic follow up of a sales call with your sales reps. | | Sales Methodology & Sales Skill Development;
Sales Coaching, Leadership & Management
|
| Collaborative Leadership Template | EcSELL Institute | | Best Practice Document | As shown in the “Transforming Your Organization” article, a culture of leadership can be created by encouraging collaboration at all levels. This template helps you assess how effectively your team members are demonstrating collaborative leadership behaviors and provide suggestions for improvement. | | Sales Coaching, Leadership & Management |
| COMPASS | EcSELL Institute | | Best Practice Document | The EcSELL Institute has updated our COMPASS management tools and processes assessment. The improvement has led to a shorter survey and one that more accurately measures the variances in how effectively best practice management tools and processes are executed in your organization. Having your sales managers complete the COMPASS can help you identify your gaps so you can pursue the right resources and education. | | Talent Identification & Acquisition;
Professional Development;
Sales Methodology & Sales Skill Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
Sales Coaching, Leadership & Management |
| Sales Compensation Plan Memo | EcSELL Member | | Best Practice Document | A customizable memo to sales associates regarding company's compensation program outlines the base salary, annual quotas, and commission rates. Options for including contract values, billable services hours, and other quotas are included. Can also be attached to the "Sample Compensation Plan 2". Links to Other Library Items: Sample Compensation Plan 2.doc | | Compensation, Recognition & Rewards |
| Sales Compensation Plan Self-Assessment | Mike Higgins & Associates | | Best Practice Document | This self-assessment was designed by EcSELL Institute partner, Mike Higgins & Associates based on their STAKEHOLDER model of compensation planning. It includes 15 question to assess the performance compensation program at any organization. | | Compensation, Recognition & Rewards |
| Job Description: Director of Sales Operations & Accounts Planning | EcSELL Institute Member | | Best Practice | This Job Description outlines the role of Director of Sales Ops & Accounts Planning at a large company, and can be edited to fit the needs at any organization. | | Talent Identification & Acquisition |
| 360 Feedback Assessment | EcSELL Institute | | Best Practice Document | A collaborative leadership style allows a sales manager to effectively use their influence to create change across all levels of an organization. Some managers may be too authoritative and not allow enough freedom, while other managers may be too laid-back and not challenge their teams. The collaborative leader is able to listen, teach and engage all of their associates within an organization in order to drive results. Our new 360 feedback assessment helps a sales manager uncover how collaborative they are in their approach to leadership. Armed with the knowledge of how others in the organization view their style, the sales manager will be able to take advantage of EcSELL Institute’s vast resource library, as well as EcSell’s team of experts, in order to improve how they lead and influence their sales reps, peers and leaders. | | Professional Development;
Sales Coaching, Leadership & Management
|
| 6 Pillars of Sales Productivity Webinar Slide Presentation | EcSELL Institute | | Best Practice/Presentation | Slide presentation for the February 2009 Webinar with LucidEra. | | Talent Identification & Acquisition;
Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
Sales Leadership & Management
|
| Coaching Competency: Do You Freely Admit to Making Mistakes? | Dr. JP Pawliw-Fry | | Best Practice Document | Is emotional intelligence important to sales coaching effectiveness? Follow this simple, yet important best practice to become a more effective Coach. | | Sales Coaching, Leadership & Management |
| Words that will Trigger Spam Filters in your Sales Email | Mequoda | | Best Practice Document | Creative marketing and sales techniques may include email campaigning. One common pitfall of this method is including words that will automatically block emails to your prospects. The following contains a list of words that will trigger most SPAM filters. Website Link: http://daily.mequoda.com | | Sales Methodology & Skills Development |
| Sales Presentation Evaluation Form | EcSELL Institute Member | | Best Practice | Use this form to evaluate your sales representatives' business presentation and persuasion skills in front of an audience. | | Sales Methodology & Sales Skill Development;
Sales Leadership, Management & Coaching
|
| Executive Presence Scorecard | Sally Williamson | | Best Practice Document | This sales management professional development & leadership tool allows the critique to include feedback on the presenter’s style as well as the impact on a group of listeners. The notes below frame an evaluation in terms of overall impressions, content development and delivery skills. | | Professional Development;
Sales Leadership, Management & Coaching
|
| Field Sales Coaching Metrics | EcSELL Institute | | Best Practice Document | Any time you spend being a part of a sales setting with your reps, objective feedback needs to be provided. Not only can you fill in this coaching form, but also have reps fill this in after spending time together in the field working with customers/prospects to better understand how they perceive their skills. | 5/16/2012 | Sales Methodology & Sales Skill Development;
Sales Coaching, Leadership & Management
|
| Field Sales Commission Structure | EcSELL Member | | Best Practice Document | A fact sheet explains the commission structure for commissioned sales people | | Compensation, Recognition & Rewards |
| Field Sales Manager Coaching Metrics | EcSELL Institute Member | | Best Practice Document | Use this best practice to identify strengths and areas needing improvement in critical skills among sales managers. | | Professional Development;
Sales Leadership & Management |
| Field Sales Planning Tool | EcSELL Member | | Best Practice Document | Tool numerically breaks down activities leading to sales. Calculates commission earnings. | | Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
|
| Field Sales Territory Business Review Presentation Objectives | EcSELL Member | | Best Practice Document | Link to other Library Item: EcSELL_Field Sales Territory Business Review Presentation.ppt | 11/17/2008 | Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Planning |
 | Field Sales Territory Business Review Presentation | EcSELL Member | | Best Practice Document/Presentation | Link to other Library Item: EcSELL_Field Sales Territory Business Review Presentation Objectives.doc | 11/17/2008 | Professional Development; Sales Methodology & Skills Development; Sales Analytics & Performance Tracking; Planning |
| Field Salesperson Development Program Outline | EcSELL Member | | Best Practice Document | The Sales Development Program (SDP) is designed to identify, hire, train and develop sales talent. The document outlines program plans and a sales training curriculum. | 11/17/2008 | Talent Identification & Acquisition;
Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
Management & Leadership |
| Field Salesperson Individual Territory Development Plan | EcSELL Member | | Best Practice Document | Tool outlines the salesperson's business plan for his/her territory. | 11/17/2008 | Professional Development;
Sales Methodology & Skills Development;
Planning |
| Field Salesperson Resume Screening Tool | EcSELL Member | | Best Practice Document | Links to Other Library Items:
Field Sales Selection Process.doc
Sales Talent Acquisition Model.jpg
Sales Talent Acquisition Plan Outline.doc
| | Talent Identification & Acquisition |
 | Focus On You | Talent Plus | | Best Practice Document | A simple exercise designed to help Sales Managers discover what motivates each sales team member, and to get to know each person better. | | Talent Identification & Acquisition;
Professional Development;
Sales Coaching, Leadership & Management
|
| Gallup Organization Q12 Index: A Measure of Employee Engagement | Gallup Organization | | Best Practice Document | The Gallup Q12, discussed during the October 2010 EcSELL Institute Summit, is a survey designed to measure employee engagement. The instrument was the result of hundreds of focus groups and interviews. Researchers found that there were 12 key expectations, that when satisfied, form the foundation of strong feelings of engagement. | | Professional Development |
| Inbound Sales Call Evaluation Form | EcSELL Member | | Best Practice Document | Tool for manager to evaluate salesperson's sales call effectiveness and skills on inbound inquiries. | 11/17/2008 | Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking
|
| Field Sales Interview Guide | EcSELL Member | | Best Practice Document | | 11/17/2008 | Talent Identification & Acquisition |
 | JAM for Focus on You | EcSELL Institute | | Best Practice Audio PowerPoint | This “Just a Minute” education provides a short overview of how to use the best practice tool, Focus On You, to quickly build stronger relationships. | | Professional Development;
Sales Coaching, Leadership & Management
|
| How To Create JAMs | EcSELL Institute | | Best Practice Audio PowerPoint | Sharing best practices can be difficult when your team is spread out all over the country. JAMs (Just a Minute education) are easy ways to share effective ideas, as well as provide quick training to people in different locations. This JAM shows you how to create your own JAM so your team members can learn quickly and at their convenience. | | Professional Development;
Sales Methodology & Sales Skill Development
|
| Sales Coaching Review Guide JAM | EcSELL Institute | | Best Practice Audio PowerPoint | | | Sales Methodology & Sales Skill Development;
Sales Coaching, Leadership & Management
|
| Field Sales Job Description | EcSELL Member | | Best Practice Document | | 11/17/2008 | Talent Identification & Acquisition |
| Job Description – Sales Manager | Rob Halvorsen | | Best Practice Document | A Job Description for Sales Management positions | | Talent Identification & Acquisition |
| Job Description: Sr. Compensation Analyst | EcSELL Member | | Best Practice Document | The Senior Sales Compensation Analyst, provides professional compensation consultation and support to Sales and Human Resources management teams. This role analyzes existing programs and provide strategic compensation direction and consultation on wage program design for both hourly and salaried sales positions. The position is responsible for partnering with Sales and Human Resources groups in the coordination, implementation and on-going management of sales compensation programs. | | Talent Identification & Acquisition;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
|
| Job Offer Letter | EcSELL Member | | Best Practice Document | | 11/18/2008 | Talent Identification & Acquisition |
| Key Performance Indicator Example | EcSELL Institute | | Best Practice Document | For many sales reps, knowing the key activities they need to do and how often they need to do them can be a challenge. They may not hit their goal at the end of the quarter and be uncertain as to what they should have done differently. This is why identifying and tracking Key Performance Indicators (KPIs) helps keep reps on track with the essential activities they need to be completing on a daily basis in order to achieve their overall sales goal. | | Sales Analytics & Performance Tracking |
| Letter of Understanding (1) | EcSELL Member | | Best Practice Document | This letter is used following any needs analysis meeting, where the client/prospect clarifies the needs of the organization which relate to the services/products your sales organization can provide. | 11/18/2008 | Sales Methodology & Skills Development |
| Letter of Understanding (2) | EcSELL Member | | Best Practice Document | | 11/18/2008 | Sales Methodology & Skills Development |
| Manager Coaching Worksheet | EcSELL Member | | Best Practice Document | | | Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Planning;
|
| Managing a Successful Sales Training & Development Program with eLearning | EcSELL Member | | Best Practice Document | Presentation highlights the critical success factors for managing sales training & development programs with eLearning tools | | Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking
|
| Satmetrix | Net Promoter Operating Model Overview: A Method to Calculate Customer Loyalty | | Best Practice Document | It’s important to know how you measure up in the eyes of your customers, but it’s even more important to understand what drives their loyalty and what you can do to improve the experience. Calculating your Net Promoter Score is an important first step, but what’s really important is what you do to improve your score. The Satmetrix Net Promoter Operating Model was developed to capture the fundamental elements businesses need for a successful Net Promoter program. The Net Promoter framework, detailed in this overview, is based on experience, research, and best practices gleaned from Satmetrix’s work on thousands of Net Promoter implementations. Whether you choose to measure NPS or a different customer loyalty metric, this operating model is an excellent framework for building a customer-centric sales organization. | | Sales Analytics & Performance Tracking |
| Observational Screener for Management | Talent Plus | | Best Practice Document | How do you identify the individuals in your sales organization who have the right skills to move into leadership? This tool helps you know the behaviors to look for in determining a sales rep’s potential to one day become a sales manager. | | Professional Development |
| Opportunity Matrix Best Practice | Member Submission | | Best Practice Document | Mapping the market penetration with the array of products and solutions your company provides can help to boost sales. Identify the gaps and opportunities within each sales region by using this simple form. This form may also be used to prioritize key opportunities or to facilitate manager-producer-team discussions. A simple, yet often overlooked way to increase productivity.
| | Professional Development;
Sales Analytics & Performance Tracking
|
| Performance Appraisal | Member Submission | | Best Practice Document | Use this competency based performance calculation to assess the skills and areas needing improvement of sales producers. | | Professional Development;
Sales Methodology & Skills Development
|
| Performance Improvement Plan | Danita Bye | | Best Practice Document | The Performance Improvement Plan is a process for dealing with job-related behavior that does not meet expected and communicated performance standards. The primary purpose for a Performance Improvement Plan is to assist the employee to understand that a performance problem or opportunity for improvement exists. The process features increasingly formal efforts to provide feedback to the employee so he or she can correct the problem. The goal of progressive discipline is to improve employee performance. | | Sales Leadership, Management & Coaching |
| Performance Review Summary | EcSELL Member | | Best Practice | Encourage your sales reps and managers to use a consistent approach to documenting sales goals and successes. This brief snapshot on progress to goal could be reviewed quarterly or monthly, or used as a cover page for an annual appraisal. The purpose of this best practice document is to summarize each sales team member's performance, to clarify any changes since we last spoke, to gain agreement on a performance appraisal, and establish goals for the next time. | | Professional Development;
Sales Analytics & Performance Tracking;
Sales Coaching, Leadership & Management
|
| Pre-Call Planning Checklist | EcSELL Institute | | Best Practice Document | Prior to spending time with your reps in a sales setting make sure they have done their due diligence with the customer/prospect. Have them send this to your prior to your coaching time together—it will better equip any sales manager for the upcoming joint calls as well as pre and post call feedback. | | Sales Methodology & Sales Skill Development;
Sales Coaching, Leadership & Management
|
| Individual Development Plan Workbook | EcSELL Member Submission | | Best Practice | Customize this individual professional development to track the short- and long-term sales career goals of each member of the sales team. Planning with this best practice tool documents the competencies, skills and knowledge needed to reach a goal. Manager’s role in the plan is accounted for this tool. | | Professional Development;
Sales Leadership, Management & Coaching
|
| Quarterly Sales Business Plan | Danita Bye | | Best Practice Document | Territory sales reps, sales managers, even sales executives can use this quarterly sales business plan to organize the patterns emerging in hitting quarterly sales targets. The document also includes a brief planning workbook. Customize this document to fit your sales cycle. | | Sales Methodology & Sales Skill Development;
Sales Analytics & Performance Tracking;
Planning;
Sales Leadership, Management & Coaching
|
| Sales Rep Agency Salesperson Evaluation | Danita Bye | | Best Practice Document | | | Sales Methodology & Sales Skill Development;
Sales Leadership, Management & Coaching
|
| Request for Proposals Template for eLearning / Training | GeoLearning | | Best Practice Document | | | Talent Identification & Acquisition;
Sales Methodology & Skills Development;
Planning
|
| Request For Proposal Letter Template 1 | EcSELL Member | | Best Practice Document | This group of Request For Proposal best practices can help you respond to RFPs or aid in building your own template. Why start from scratch? Items included are: Proposal Cover Letters, PowerPoint Slides, and Word Document / Response Templates | | Sales Methodology & Sales Skill Development |
| Request For Proposal Letter Template 2 | EcSELL Member | | Best Practice Document | This group of Request For Proposal best practices can help you respond to RFPs or aid in building your own template. Why start from scratch? Items included are: Proposal Cover Letters, PowerPoint Slides, and Word Document / Response Templates | | Sales Methodology & Sales Skill Development |
 | Request For Proposal Sales Presentation Slides Template | EcSELL Member | | Best Practice Document | This group of Request For Proposal best practices can help you respond to RFPs or aid in building your own template. Why start from scratch? Items included are: Proposal Cover Letters, PowerPoint Slides, and Word Document / Response Templates | | Sales Methodology & Sales Skill Development |
| Request For Proposal Template | EcSELL Member | | Best Practice Document | This group of Request For Proposal best practices can help you respond to RFPs or aid in building your own template. Why start from scratch? Items included are: Proposal Cover Letters, PowerPoint Slides, and Word Document / Response Templates | | Sales Methodology & Sales Skill Development |
| ROI Calculator for Investment In Sales Solution | The TAS Group | | Best Practice Document | Before you invest in sales force automation or any technology that is supposed to drive performance, plug in the numbers to see your ROI. This was created by EcSELL Pillar partner, TAS Group." | | Sales Analytics & Performance Tracking |
| Sales Audit Check List | John Dieseth | | Best Practice Document | The Sales Audit Checklist provides an inventory of the key skills, knowledge and activities of successful sales reps. Through discussion with your reps, as well as your own observation, you will be able to identify the reps’ strengths and skills gaps to better target your coaching. | | Sales Methodology & Sales Skill Development;
Planning;
|
| Inside Sales Call Evaluation Form | EcSELL Member | | Best Practice Document | Tool for manager to evaluate salesperson's sales call effectiveness and skills on outbound prospecting calls. | | Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking
|
| Sales Capacity Planning Worksheet - Account Executives | Steve Bohnenkamp | | Best Practice Document | When sales reps set goals, there needs to be a clear understanding of how many selling days there are in a year. When all time away from the field or phones is calculated, most realize there are fewer selling days than originally thought. As a result there needs to be an intensity brought to all the selling days available in a year’s time.
This spreadsheet, provided by EcSELL member Steve Bohnenkamp, will bring a definitive clarity to available selling days. The “Account Exec” worksheet is for field sales. Search the Resource Library for the accompanying worksheet “Sales Associate” which is for phone sales. Have each rep complete these for the balance of the year and divide the days available by either a daily/weekly activity metric or sales goal to determine what needs to be produced daily and/or weekly.
| | Sales Analytics & Performance Tracking;
Planning
|
| Sales Capacity Planning Worksheet - Sales Associate | Steve Bohnenkamp | | Best Practice Document | When sales reps set goals, there needs to be a clear understanding of how many selling days there are in a year. When all time away from the field or phones is calculated, most realize there are fewer selling days than originally thought. As a result there needs to be an intensity brought to all the selling days available in a year’s time.
This spreadsheet, provided by EcSELL member Steve Bohnenkamp, will bring a definitive clarity to available selling days. The “Sales Associate” worksheet is for phone sales. Search the Resource Library for the accompanying worksheet “Account Exec” which is for field sales. Have each rep complete these for the balance of the year and divide the days available by either a daily/weekly activity metric or sales goal to determine what needs to be produced daily and/or weekly. | | Sales Analytics & Performance Tracking;
Planning
|
| Sales Compensation Plan Definitions | EcSELL Member | | Best Practice Document | The definitions may be used individually within your organization's compensation plan to clarify terms, or may be used as a stand-alone document as a guide for sales producers and managers. | | Compensation, Recognition & Rewards |
| Sales Expense Form | EcSELL Member | | Best Practice Document | This Excel formatted sales expense reimbursement includes details such as travel expenses, training expenses, meals, office expenses, and customer/employee recognition. It includes cost center / accounting summaries and detailed instructions for completing the form. Includes macros / formulas and should be tailored for the needs of your organization. | | Planning |
| Sales Interview Questions | Just Sell | | Best Practice Document | Here’s a list of 31 interview questions in no particular order. If you’re interviewing candidates, use what you like and improve what you don’t. If you’re in the hunt for a new sales position, use them as a prep tool and work your way through. When you come out the other side, you’ll be completely tuned and ready for action. | | Sales Methodology & Sales Skill Development |
| Sales Management Activity Matrix | EcSELL Institute | | Best Practice Document | This comprehensive spreadsheet identifies the key activities that a sales leader needs to execute to most effectively drive the performance of their team. It outlines the essential sales management best practices, including the frequency with which they should be completed. | | Talent Identification & Acquisition;
Professional Development;
Sales Methodology & Sales Skill Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
Sales Coaching, Leadership & Management
|
| Sales Management Activity | Danita Bye | | Best Practice Document | There isn’t any one magical thing you can do to improve the performance of your sales organization. But there are a number of things which, when integrated, will have an incremental effect on sales performance. This checklist are some of those things that impact sales performance. Take inventory of what you, the sales leader, are currently doing and highlight those that warrant more attention. | | Sales Leadership, Management & Coaching |
| Sales Manager Development Assessment | EcSELL Institute Member | | Best Practice Document | This EcSELL Institute best practice was developed by a member organization to rate the effectiveness of its sales management team on areas impacting sales production. Instructions and example are given. | | Talent Identification & Acquisition;
Professional Development;
Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking;
Compensation, Recognition & Rewards;
Planning;
Sales Leadership, Management & Coaching |
| Sales Manager Interview Guide | Member Submission | | Best Practice Document | Selecting a sales manager is an important part of effective team building. The behavioral interview questions included in this EcSELL Institute best practice include three sections: 1) traits of sales managers that are essential to success, 2) desirable traits, and finally, 3) traits to avoid. Each section contains guidance for defining characteristics and assessing each candidate. A 1-10 scale is used to score each interview response. Ideal candidates for a Sales Manager position using this instrument will achieve a score of at least 96%. | | Talent Identification & Acquisition;
Sales Leadership & Management
|
| Sales Map | EcSELL Institute Member | | Best Practice Document | Sales reps can use this tool to help them organize the consultative selling process and link to templates to help them get the deal closed. | | Sales Methodology & Sales Skill Development |
| Sales Meeting Planner | EcSELL Institute Member | | Best Practice Document | This tool is designed to keep sales producers focused on meeting goals and to handle questions, objections and requests their customers can pose during the sales cycle. We recommend sales producers keep a copy of this in the front of their meeting notebook at all times. Review it prior to each customer sales meeting. Rehearse the responses to customer questions. Sales managers should also use this tool to review meetings and strengthen the sales skills of each producer. This tool can also serve as a best-practice sharing tool during internal sales team meetings. | | Sales Methodology & Skills Development |
| Sales Operations Description | EcSELL Institute Member | | Best Practice | Sales operations are a set of functional activities that support the sales organization. In small companies, these functions are often shared among individuals. Larger sales forces need a dedicated department to provide professional and continuous sales operations support. For mega sales entities, sales operations becomes a major resource, often with its own vice president directing the efforts of sales operations specialists. | | Talent Identification & Acquisition;
Planning;
|
| Sales Process Cycle | EcSELL Member | | Best Practice Document/Model | Illustration or model of one company's sales process. | | Sales Methodology & Skills Development;
Planning
|
| Sales Strategies & Messaging Guide | EcSELL Member | | Best Practice | The following sales strategies and message techniques may encourage you to examine your current sales messaging and to discover new techniques. | | Sales Methodology & Sales Skill Development |
| Job Description: Sales Support Associate | EcSELL Member | | | Finding the right individual to support your sales process and leadership is essential. This sales support job description was shared with us by a member. They have successfully used it to help specify the key abilities needed by someone to help administrate the essential aspects of your sales process. | | Talent ID and Acquisition |
 | Sales Talent Acquisition Model | EcSELL Member | | Best Practice Document/Model | This document is also available in PDF format.
Link to Other Library Item:
Sales Talent Acquisition Plan Outline | | Talent Identification & Acquisition;
Planning
|
| Sales Talent Acquisition Model | EcSELL Member | | Best Practice Document/Model | This document is also available in JPG format.
Link to Other Library Item:
Sales Talent Acquisition Plan Outline | | Talent Identification & Acquisition;
Planning
|
| Sales Talent Acquisition Plan Outline | EcSELL Member | | Best Practice Document | Link to Other Library Item:
Sales Talent Acquisition Model | | Talent Identification & Acquisition;
Planning
|
| Sales Talent Selection Process | EcSELL Member | | Best Practice Document | Links to Other Library Items:
Field Sales Selection Process.doc
Sales Talent Acquisition Model.jpg
Sales Talent Acquisition Plan Outline.doc
Field Salesperson Resume Screening.xls
| | Talent Identification & Acquisition;
Planning
|
| Evaluating Sales Compensation Plan Effectiveness - Sales Force Survey Questionnaire | J. Mark Davis, Valitus Group | | Best Practice Document | Want feedback from your sales producers about the sales compensation plan your company offers? Use this questionnaire!
| | Compensation, Recognition & Rewards;
Planning;
Sales Leadership & Management
|
| Sales Manager Behavioral Interview Scoring System | Danita Bye | | Best Practice Document | One of the most effective ways to learn whether an applicant is capable of delivering the desired on-the-job behavior is to ask them about times they have exhibited this behavior in their past roles. This technique is known as behavioral-based interviewing. This scorecard will help you plan the interview questions to ask based on the behaviors for which you are looking. These questions can help you identify your ideal candidate.
| | Talent Identification & Acquisition |
| Sample Compensation Plan 2 | EcSELL Member | | Best Practice Document | A customizable comprehensive compensation plan document for sales associates. Options for including contract values, billable services hours, and other quotas are included. Can also be attached to the "Sales Compensation Plan 2 Memo" . Links to Other Library Items: Sales Compensation Plan 2 Memo.doc | | Compensation, Recognition & Rewards |
| Sample Compensation Plan for Sales Managers | Makana Solutions | | Best Practice Document | The Sales Manager Plan is a great example of a well organized and visual sales commission agreement or plan that clearly communicates to the manager what is expected and how they will be compensated. It includes earnings curves, payout graphs and tables, calculations for bookings and profit, bonuses and plan definitions. | | Professional Development;
Compensation, Recognition & Rewards |
| Sample Compensation Plan for Salespeople | Makana Solutions | | Best Practice Document | The Sales Rep plan is a great example of a well organized and visual sales commission agreement or plan that clearly communicates to the sales rep what is expected and how they will be compensated. It includes earnings curves, payout graphs and tables, calculations for service and bookings, bonuses and plan definitions. | | Professional Development;
Compensation, Recognition & Rewards |
| Sample Territory Sales Plan | EcSELL Institute | | Best Practice Document | Having an individual territory sales plan is essential for a rep to maximize their efforts. This best practice document helps reps increase their understanding of their accounts’ needs, as well as make commitments to how they will drive growth in their territory. | | Sales Methodology & Sales Skill Development;
Sales Analytics & Performance Tracking;
Planning;
|
| Selling to the Executive Level – Quick Reference Guide | Stephen Bistritz, EdD | | Best Practice Document | This best practice is a handy reference guide to the proven tactics to selling to executive-level customers. Have all your sales reps tack this best practice to their workspaces. | | Sales Methodology & Skills Development |
| Strategic Accounts Metrics | EcSELL Institute | | Best Practice Document | For your key accounts, your sales producers must develop more in-depth relationships to move from being just a vendor to a trusted advisor. Based on our most recent webinar, this tool can help you assess your sales producers’ skills and behaviors that lead to a trusted advisor relationship. | 11/18/2008 | Sales Methodology & Skills Development;
Sales Analytics & Performance Tracking; |
| Sales Success Formula Worksheet | Anthony Cole | | Best Practice Document | The way you use your time each day is a critical factor to success. Determining your personal Success Formula provides you with concrete numbers in order to set your goals. Fill in the following numbers to calculate the number of people you must contact and convert in order to achieve YOUR desired level of success. | | Professional Development;
Sales Analytics & Performance Tracking;
Sales Leadership, Management & Coaching
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| Sales Team Succession Planning Worksheet | EcSELL Member Submission | | Best Practice Document | This workbook is intended to help with the succession planning process. Urgent talent needs and opportunities will be illuminated. | | Talent Identification & Acquisition;
Professional Development;
Planning;
Sales Leadership, Management & Coaching
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| Talent Assessment Workbook | EcSELL Member Submission | | Best Practice Document | Do you want to evaluate the skills and goals of each member of the sales team, but not sure where to start? Do you have a something in place, but looking for new ideas? This talent assessment includes leadership competencies, career aspirations, company core values, success inhibitors, strengths and weaknesses, and action steps. | | Professional Development;
Planning;
Sales Leadership, Management & Coaching
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| Talent Analysis Tool | Center for Creative Leadership | | Best Practice Document | Use this leadership tool to identify needs and skill gaps and build a coherent plan to remedy them for each of your sales producers and managers. | | Professional Development |
| Sales Position Telephone Interview Rating Form | EcSELL Member | | Best Practice Document | Telephone pre-screening interviews are often a part of recruiting for sales talent. This is an evaluation tool to be used during telephone pre-screening interviews. | | Talent Identification & Acquisition |
| The COMPASS A Tools and Process Assessment for Sales Departments | EcSELL Institute | | Best Practice Document | COMPASS provides a way for Sales Managers to measure the use and implementation of the proper sales programs, management processes, and tools that can lead to greater productivity. It gives a 360 degree look into a sales department's strengths, opportunity areas, and gaps in the 6 Pillars of Sales Productivity Management Model. | | Sales Coaching, Leadership & Management |