In this easy to access and fully downloadable “virtual” file cabinet you’ll have access to a TON of time saving and money-making resources.
So just click on any of these resources and you can automatically download these “Done For You” resources for your immediate use.
Enjoy!
Need to write a really good motivational message to the troops to start off the new year, new quarter, new month or new week?
Here we wrote it all for you…all you need to do is plug in name and serial number…
Ok, this one might be a little goofy.
But sometimes, goofy sells. Just look at Jerry Lewis…they don’t get any goofier. But he’s one of the most popular comedians of all time…especially in Germany.
Try this one out even if you might feel a bit like Jerry.
Auf Wiedersehen.
The role of the sales manager is many things…but here we boil it down to the basics.
You can use this in your business plan, in your action plan, or just frame it and hang it in your office…or tape it to your bathroom mirror at home.
Whatever you choose to do with it…its a critical building block for your unfathomably intense success that is soon coming your way.
There are 10 super-duper secret factors to ultimate sales success…do you know what they are?
We reveal the secrets here…tempted to click on this?
I hope so.
Used in concert with Course 5, enclosed is a great development plan template for you to help to help turn around your sales underperformers in 30 days or less.
Evaluating your salespeople on an ongoing basis assures top performance, but make sure it actually is ongoing…that’s the operative word there: “ongoing”.
In this file drawer, we analyze performance differences among your reps on a grid, with a myriad of choices.
If you don’t like this one, then there are plenty more in this file cabinet drawer…don’t worry I won’t be offended.
This goal template is used to set annual goals for your sales reps…be careful what you wish for – you just might get it using this template…
One of many forms to choose from in this drawer, this one uses a different kind of grid that really helps you plot where your sales reps are on the map.
Doing this kinda makes you feel like Magellan with all the plotting and mapping…
Was he a sales manager?
Here’s a great article on coaching and using questions to unleash the best from your reps.
These questions should be used by sales managers to coach their salespeople in improving sales call effectiveness…don’t you want that?
(This just means they sell more stuff)
They’re designed to help your discussions with the salesperson both before and after a sales call.
This coaching model cheat sheet gives you the why, the how, the what and the who of effective sales coaching.
That’s pretty cool, eh?
Need a quick way to get your sales team on track?
This abridged success factors makes a great adjunct to the full version for when you need to set a quick reminder on the direction of your sales force.
You gotta get your sales rep to tell you what they think of themselves. Here’s how you do it.
Here’s the secret though…if you get them to fill all this out, you’ll have a whole lot less typing that you gotta do.
Time…saved.
Here they are….the golden interview questions that’ll magically find you the perfect sales candidate.
Well, you actually have to go through Course 6 and 7 to really do that…but these questions will certainly help.
Refined over 10-plus years and hundreds (yep, that’s right…hundreds) of sales interviews, they are my gift to you.
Need to set expectations for a new sales rep that you just inherited?
Well, you just might be a little nervous…so this quick “script” will teach you exactly what to say to get both of you off on the right foot…so to speak.
So you don’t go crazy keeping all the interview candidates you’re seeing….we made this sheet for you to keep it all clear and real.
In case you’re stumped as to what to put into the final sales candidate info sheet….here’s an example for you
Here we have a comprehensive checklist of things you should consider when giving feedback – to develop the sales coaching skills required to build and drive a high performance sales team.
If I had a PhD at Sloan, I’d tell you that means that if you used this model, you could probably so much money you could finally buy that new dishwasher your wife always wanted….
Now that you’ve set the bar higher like Jack Welch…now the rubber needs to meet the road.
This action plan example will help your sales reps write it the right way and get you all goin in the right direction…to the top of the sales charts, of course.
How do you “trial close”?
Chances are good that your sales reps dont do it the right way…this article will teach you how to help them.
Finding and selecting new sales people is the first challenge.
The second challenge, which is just as formidable, is getting these sales people “up to speed” – effectively and expeditiously.
This article teaches you how…
A “close” is defined as “to put an end to; to finish.” Likewise, it is a natural endpoint and conclusion of the selling process.
Closing isnt a real big deal…but your reps think it is.
Closing actually is a logical progression of ideas bringing about a decision…this article teaches you how to do it right.
Here’s a great interviewing resource to keep you on track and much less ADD-like.
Use this one in conjunction with the Six Step Hiring System checklists and you’ll be on your way to hiring a sales rep that’ll bring in sales on autopilot…while you sip mai-tais on the beach in Bali.
We kinda went nuts here…every interview question we ever could think of…we put in this document.
Now if you want to boil it all down just go to the other resources…but do so at your own risk, because there are some really killer ones in here…especially if you have to bring a candidate back for a third interview (or a really long second one).
This drawer of the “file cabinet” contains a sample job description you can adapt to any way you need to depending on the type of sales opening you may have.
Without a good job description, its gonna be difficult for you to pre-qualify the right job applicants.
Use this handy guide to “pre-write” your sales job description…and it will help to eliminate that issue.
Super article on making your sales meetings totally productive.
Monthly sales reports are an evil form of white-collared torture…lets face it, no one likes to do them.
However, we’ve created an easy-to-use template here that takes a load off…and frees you up to do other more important things…like play golf.
This one’s kinda basic…but it gets the job done to make sure your new hire is not just wandering around aimlessly, waiting for you to get organized and tell him what to do.
This home study schedule helps you avoid that embarrassment…
Here’s another simple templated resource that’ll save you time, while keeping your new hire on the path to sales stardom.
Adapt it any way you want, but here we give you a head start on what to do with your new hires once they’re on board.
Here’s our basic version of a performance appraisal. Nobody likes to do them, but this one will certainly shorten your learning (and typing) curve…
Lets hope you’ll have lots of these…
In this template we practically write an entire “excellent” performance appraisal for you. All you need to do is fill in the name.
This is the epitome of “done for you”…
Whether you’re just starting out or you’ve been around since the dawn of the dinosaurs…you gotta appraise your sales reps at least once a year (hopefully you’ve read Course 3 and you’re doing it a heck of a lot more than that!)
Either way, we have a template here you can follow and paint by the numbers to appraise your salespeople.
After you finish courses 1-8, you won’t have many of these.
Nonetheless, we wrote this “meets expectations” performance appraisal for you…and no you’re not dreaming.
“Done for you” all the way…
Having an iron clad performance improvement plan is critical to moving an under-performing salesperson along.
Although the goal is to rectify the situation and prompt the sales rep to improve their sales performance, oftentimes this is not possible to achieve.
This basic example can be used in cases where a sales employee is seriously under-performing.
Here we do it for you again.
You can just wordsmith what we already wrote to make it apply to your particular rep, but the ideas in here you can totally cop…no worries, we don’t work with too many blood-thirsty pitbull copyright lawyers…just one or two on occasion.
Just a simple resource to set a plan in place for those underperformers so you can give them a little love.
Don’t your sales reps have to sell something?
Sure, that’s why we give you stuff here to help them do just that…and a very good place to start is a solid pre-call plan.
Just imagine if every one of your sales reps actually did that?
Well, if you make them all use this tool…they will.
Ready to use and adaptable to your product or service…of course.
Need a quick, impromptu presentation? This is a quick presentation on closing skills.
Use this one when you have a presentation to do and don’t have time to do a power point slide presentation.
Of course, we have those too in here…
The world is changing and you have to change with it…
In this article we discuss the difference between product centric and solutions centric sales styles…and how you can then teach it to your sales reps.
As outlined in Course 2, a huge part of your sales reps success is SMART goal setting. Here you’ll find a simple goal-setting resource for quota and sales for you to use when hashing out those “Setting the Bar Higher” sessions with your team.
All sales reps like to be recognized…exactly how to recognize them to best motivate them is in the “10 Questions”.
However, a monthly ranking bulletin to keep them all sharp and competitive is a great way to both motivate as well as foster a little friendly competition.
This template gets you started…let the games begin.
Get the competitive juices flowing with this ranking bulletin…it does all the heavy lifting for you.
All you need to do is just tap in your name, your reps names and off you go…instant motivation.
Just add water…or gasoline if you want to get really competitive.
Choices choices. Which one to use?
Well, start off with #1, then go to #2. That seems logical, doesn’t it?
Either way, you can’t go wrong…we even stick in a cool Vince L quote in this one to really rally the troops for battle.
Charge!
Don’t hire before you call a few references…especially the former supervisors.
If they answer these questions with anything less than “over the top” enthusiasm, you may want to keep looking…or call your competition and get them to hire the guy.
As corporate fiscal years come to an end, top sales executives begin to analyze their sales teams to figure out how to do better in the upcoming year – seeking to identify why their top performers were successful.
Identifying top performer best practices in a sales force is not a revolutionary idea, but it continues to be a difficult challenge.
This article reveals some key ways to uncover then use those best practices.
What do you believe in as a sales manager?
You may need to write it out for your boss, your general manager or your VP of sales…either way, we got you covered.
All you need to do is add in your own personal touches, but otherwise its “done for you”.
Got an action plan you have to write by Tuesday?
We got you covered! Just download this totally “done for you” action plan template, then plug in your company, product, service, sales team name, date and bingo…instant plan!
Don’t worry…we won’t tell your boss…
Faster than McDonald’s can whip up a Big Mac, you’ll have a business plan print-ready for the boss thanks to this template.
This one is slightly different than the Action Plan…which is good. After all, you don’t want all your business plans to look the same…
You want fries with that?
Critical to your critical success are the factors so critical that if you don’t have them…then well, you’ll be in critical condition…
Seriously, these are great to have as a basis for an action plan, business plan or if you’re interviewing for a promotion (good luck, by the way).
Download this and get promoted…
These are must have books for you…because you need to be constantly “sharpening your saw” (and your teeth – because the water IS full of sharks after all).
Anyway…these great books may also be summarized in the “Success Book Summaries” as well, but get a head start now!
If you’re a sales manager you’re going to put on a lot of sales meetings.
Well, you need an agenda…so here it is. All you need to do is fill in the blanks.
We can’t actually do the sales meeting for you, but at least you now have an agenda you didn’t need to draw up on a bar napkin.
Your reps have to know what good performance look like right?
Here, they do. This is a good one to distribute at your next sales meeting and “set that bar higher” right from the start.
The good news is that you don’t even need to do the first step, we did it all for you here.
So go buy yourself a Starbucks to celebrate…
You want to assess your people versus a standard and not just against each other. That’s what this form does.
If you have a bunch of crappy sales reps, its hard to see the forest for the trees…
However, when you judge them against a “standard of excellence”, that’s when you start raising that bar higher.
We give you the tools in this template here.
So get lifting.
This tool goes really in depth to analyze so many parts of your sales rep’s game…its like watching a four hour pregame show for the Super Bowl…although a lot more relevant.
Suffice to say, we get real analytical here…without the silly commercials.
Need to send your sales team a “template” of a solid business plan so they know exactly what to do without having to call you a million times?
You got it here…sparing you those dumb questions and all the aggravation.
Just pick the template and plug in your company, product, service, sales team name, date and away you go…think of the rollover minutes you’ll save…
Set those high expectations and then set it on auto-pilot right?
Not exactly…you have to constantly re-up the ante every so often and this “success factors” template will help you do that…especially when you do this in combination with everything you learned in Course 2….you read that one, right?
Here we use the “rankings and ratings” grid to pit your salespeople against each other. Particularly useful at annual evaluation time when you need to determine pay or merit increase and the size the of the kitty in the pot is small.
You can divvy up the prizes a whole lot easier using this tool.
Meow.
Want to get down and dirty and really find out what motivates your sales reps?
You could just ask “The 10 Questions”…but that would give you only 50% of the picture.
Here we give you the other 50%…
Your sales reps have gotta read too, right? With all their “windshield time” they should at least be listening to books like this rather than tuning into sports radio…
Here’s a great list of some of the top sales books out there. You can buy ‘em for your reps or assign them as “book reports” for you to collect for homework…your choice.
Lets hope the students give the teacher an apple…
SMART goals make you wicked smart right?
Of course they do as long as they’re specific, measurable, action-oriented, realistic and time-sensitive. This checklist will make it way easy for your sales reps to set goals….and then to achieve them.
A big part of sales success is “looking the part”…so in this “file cabinet” drawer, there’s a sample dress code policy…just in case you might need it.
If you’re starting a new sales force, this especially would be a handy thing to have…
You need vision…
Not only to see…but also to foresee where you and your sales team is heading. Then after that, you start to lead them to the promised land.
In this example, we give you a “done for you” head start. All you need to do is fill in the details and voila…vision.
You’ll “see” when you click inside.
What is a sales managers role in driving new business? In this resource you can quickly summarize your role to your boss, your CEO whoever…and do it fast.
These internationally famous questions…so simple…so straightforward…so easy to implement.
By the way, why didn’t you think of them?
Its not rocket surgery…its just the 10 questions. But you have to ask them if you really want to take the first step to actually motivating your sales reps.
You gotta have this resource when you’re hiring…or you may end up with a big sales dud on your hands.
Here we give you a 100-point rating sheet that virtually assures you that you’ll make the best sales hires.
100 is a perfect score…so for anything less than 100…send ‘em to your competition.
You really want to know all this stuff before you go ahead and hire somebody…there’s six specific steps you must go through to hire a sales superstar.
Here we boil it all down for you on an easy to use checklist…and you can pretend you knew all along.
Are you a bit visual?
The mindmap here brings the whole Six Step Hiring System into full view in a nice pretty mindmap you can hang on your office wall…or on your refrigerator at home right next to your kid’s spelling tests.
This is almost unfair…
For all those who dutifully read, watched and listened to all the info on interviewing in Courses 6 and 7, all they really needed to do was just download this cheat sheet.
This cheat sheet covers everything in interviewing sales candidates…and does it all in about 17,000 less words.
I’m only half-kidding. Read and go through courses 6 and 7 regardless….but this will help you keep it all together.
The “uncovering needs model” is a sales process whereby the salesperson engages with the customer to discover a mutually shared solution to a recognized need/problem and the solution provide measurable improvement for the customer.
If that’s too technical for you, just click this one open and it’ll all make sense….no English translation is necessary.
In this file drawer, this “work contact” will help you make those “sales management opportunities” in the field with your sales people even more memorable…especially if you write it down with this form so you don’t forget.
Just adapt this form to your business and product/service so you can easily keep tabs on all things sales.
That is your job after all…isn’t it?
Here’s version 2 of the work contact form…life’s all about choices, right?
Just pick which one you really like and let “the work contacting” begin.
In case you weren’t paying attention to the first two posts here, we’re talking about documenting our field visits with our reps.
Complex stuff. However, your sales rep may want to know what all this jargon means…we give you the answer key here.
More plotting here, Cortes.
We use both objective AND subjective factors to assess your troops here.
Objective = raw sales data
Subjective = everything else
An assessment should be a healthy combo of both…the question is what percentage of each? Only you know that, but 50-50 is a good place to start.
This tool helps you determine all that…without using a compass.