The EcSELL Institute Resource Library is an informative, custom online tool designed to take the guesswork and time out of sourcing quality, fact-based information specific to sales management. This research-based tool will enhance your management acumen so you can make educated decisions that create measurable sales results, and implement strategic changes with confidence.
The EcSELL Institute Resource Library offers:
- Case studies
- White papers
- Best practice documents
- Proprietary research
- Research articles
The content within the EcSELL Institute Resource Library is organized around the 6 Pillars, which encompass the functional areas pertinent to operating a highly effective sales department. In addition, the Resource Library provides valuable information on sales leadership and management strategies.
The research listed below is a small sample of what is available in the EcSELL Institute Resource Library. If you are looking for something specific, please give us a call at 402-261-6948. We are happy to help you address your sales management challenges!
Also, be sure to sign up for our FREE Sales Executive Newsletter. Mailed six times a year, each issue provides cutting-edge research, white papers, and case studies on management and sales leadership strategies.
6 Pillars:
Talent Identification and Acquisition
“Fact-Based Reasons Sales People Fail"
“Uncovering Talent at Every Stage of Employment”
“Talent Selection Process”
“Resume Screening Tool”
“Interview Guide When Hiring a Sales Manager”
Sales Methodology and Sales Skill Development
“Selling Across the Generations”
“Sample: Letter of Understanding”
“Building Sales Performance for the Product Launch”
“How Behavior Produces Results”
Professional Development
“Do You Reward Sales Managers for Developing People?”
“Step Up from Vice President of Sales to Vice President/General Manager”
“Breakthrough Self-Assessment: Where Are You Now?”
“Managing the Generations: The Great Disconnect”
Sales Analytics and Performance Tracking
“The Three Things You Need to Know About Your Pipeline that CRM Won't Tell You”
"The Six Boxes ™ Performance Improvement Model"
“Manager Coaching Worksheet”
“Coaching for Breakthrough Results”
Sales Compensation / Recognition and Rewards
“Compensation Plan for a Sales Rep”
“Sales Compensation Plan Definitions”
“Field Sales Commission Structure”
Planning
"Strategic Planning Notebook"
“Sales Planning Tool: Field Sales”
“Territory Business Review”
“Salesperson Individual Territory Development Plan”
“Sales Talent Acquisition Model”
PLUS -
Sales Leadership and Management
"What Will You Do When You Run Out of Leaders?"
“5 Signs Your Meeting Is a Waste of Time”
“Developing a Brilliant Technical Leader to Take on VP Sales and General Manager Responsibilities.”