• Save
20 Must-Have Resources Every Sales Manager Needs
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

20 Must-Have Resources Every Sales Manager Needs

on

  • 1,322 views

These are the slides from the Webinar delivered on May 8, 2013. The webinar archive is here: http://www1.smmconnect.com/welcome/davestein_may8

These are the slides from the Webinar delivered on May 8, 2013. The webinar archive is here: http://www1.smmconnect.com/welcome/davestein_may8

Statistics

Views

Total Views
1,322
Views on SlideShare
1,293
Embed Views
29

Actions

Likes
3
Downloads
0
Comments
1

6 Embeds 29

http://www.linkedin.com 10
https://twitter.com 9
https://www.linkedin.com 5
http://vuesurlenet.blogspot.fr 2
http://www.twylah.com 2
http://pmomale-ld1 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

20 Must-Have Resources Every Sales Manager Needs Presentation Transcript

  • 1. 20 Must-Have ResourcesEvery Sales Manager NeedsMay 8, 2013Notice: This presentation is copyrighted. Quotation in whole or in part must beaccompanied by attribution to:“ES Research Group, Inc. - www.ESResearch.com”Dave Stein, CEO, ES Research Group@davesteiESResearch.com/blog
  • 2. © 2013 – ES Research Group, Inc. 2What We’ll Cover…All graphics: Fotolia.com
  • 3. © 2013 – ES Research Group, Inc. 3Thanks to:• Randy Illig – Ninety-Five 5/Franklin Covey• Mike Schultz – Rain Group• Bruce Ellis – Bee Group• Paul Hennessey – BayGroup/Corporate Visions• Debbie Antonelli and Mike Kunkle – Richardson• Carlos Nouche – Visualize / ValueSelling Associates• Bruce Wedderburn – Huthwaite• Tim Hagen – Sales Progress• David Stargel – The Complex Sale
  • 4. © 2013 – ES Research Group, Inc. 4DisclaimerWhat follows are notrepresented as the best ineach category or all thatmust be considered, nor hasES Research Groupused, evaluated, or tested allof these suggestions.
  • 5. © 2013 – ES Research Group, Inc. 5Before We Go Any Further
  • 6. © 2013 – ES Research Group, Inc. 6Before We Go Any Furthergalaxyonlineii.wikia.com
  • 7. © 2013 – ES Research Group, Inc. 7ProcessA series of actions or operations conducingto an end; especially: a continuous operationor treatment especially in manufacture
  • 8. 8© 2013 – ES Research Group, Inc.Process© Ben Chams - Fotolia.com#1
  • 9. 9© 2013 – ES Research Group, Inc.#2 – A Sales Hiring Process• ESR’s research shows that:– 20 to 33% of sales people aren’t suitedfor the job– After two years, 4 out of 5 new hireseither:• Aren’t with the same company or• Are not delivering at or above quota.– Use of a hiring process can reducewrong hires by 60 – 80%.– The cost of a wrong hire is between$300k to well over $1 million.
  • 10. © 2013 – ES Research Group, Inc. 10#2.5 – Assessment Tests for Managers and Salesreps• Profiles International• HR Chally• PI Worldwide• Objective ManagementGroup• DiSC• Kolbe
  • 11. 11© 2013 – ES Research Group, Inc.#3 – Sales ProcessesSales process: pragmatic and institutionalized• Driven from customer buying processes• Defined phases, gates, “pivotal agreements,” actions• Qualification criteriaSource: Sales Benchmark Index
  • 12. 12© 2013 – ES Research Group, Inc.#4 – A Plan for Your Managers to Achieve Their Targets© vector_master - Fotolia.com
  • 13. 13© 2013 – ES Research Group, Inc.#5 – Ongoing Learning/Coaching Process for Reps
  • 14. 14© 2013 – ES Research Group, Inc.TechnologySource: brandinex.wordpress.com
  • 15. © 2013 – ES Research Group, Inc. 15#6 – Sales Process Optimization/Automation
  • 16. © 2013 – ES Research Group, Inc. 16#6.5 – Analytics
  • 17. 17© 2013 – ES Research Group, Inc.#7 – Who?
  • 18. © 2013 – ES Research Group, Inc. 18#8 – A Social Media Strategy, Tools, and LearningSource: Blue Focus Marketing
  • 19. © 2013 – ES Research Group, Inc. 19#9 – A Tablet
  • 20. © 2013 – ES Research Group, Inc. 20#10 – A New Tool Mostly for Inside Sales
  • 21. © 2013 – ES Research Group, Inc. 21Source: LifeWellLearned.com
  • 22. © 2013 – ES Research Group, Inc. 22#11 – Sales & Marketing Management magazine
  • 23. © 2013 – ES Research Group, Inc. 23#12 – Books• Whiteboard Selling (Sommers/Jenkins)• The Joshua Principle (Hughes)• The Sales Manager’s Mentor (Lehman)• Sales Coaching; Making the Great Leap From Sales Managerto Sales Coach (2nd ed) (Richardson)• Topgrading (Smart)• The Art of War (Sun Tzu)• Bottom –Line Selling (Malcolm)• The Seven Habits of Highly Effective People• Leadership and the One Minute Manager (Blanchard)• Harvard Business Review
  • 24. © 2013 – ES Research Group, Inc. 24#13 – Blogs• Sales Benchmark Index (Alexander, et. al.)• Understanding the Sales Force (Kurlan)• Dealmaker 365 Blog (Daly)• Jonathan Farrington’s Blog• Partners in Excellence (Brock)• Richardson’s Blog (Priolo)Namerecognition, numberof followers or recentbooks
  • 25. © 2013 – ES Research Group, Inc. 25#14 – Your Own Research and Knowledge Management
  • 26. © 2013 – ES Research Group, Inc. 26#15 – Third Party Research• CSO Insights• Forrester• Aberdeen• SiriusDecisions (mostly on marketing side)• MillerHeiman (Galvin)• Huthwaite• ES ResearchBe careful with “self-serving” researchand White Papers
  • 27. © 2013 – ES Research Group, Inc. 27#16 – Communication
  • 28. © 2013 – ES Research Group, Inc. 28#17 – Sales Playbooks, Proposal Tools, RFP Management
  • 29. © 2013 – ES Research Group, Inc. 29#18 – Sales Management Association
  • 30. © 2013 – ES Research Group, Inc. 30#19 – A Mentor
  • 31. © 2013 – ES Research Group, Inc. 31#20 – More of the List• Products that meet customer requirements• Brand recognition• Company viability• Strong leadership• A sales culture• Strong product management and marketing– Messaging, value propositions, ROI models.• A motivating compensation and reward system• Fairness• Integrity• A strong sense of urgency• Relief from wasteful administrivia
  • 32. Questions?@davesteiESResearch.com/blogDave.Stein@ESResearch.comNotice: This presentation is copyrighted. Quotation in whole or in part must beaccompanied by attribution to:“ES Research Group, Inc. - www.ESResearch.com”