Sales Research, Coaching Training, Sales Management Best Practices, Strategic Planning Tools and more!
The EcSELL Institute Resource Library is a robust, easy to use online tool designed to reduce the time it takes to source relevant, science-based information specific to sales management. This research tool will help you make educated decisions, stay current, and implement strategic change with confidence.
The EcSELL Institute Resource Library includes:
- Case studies that show how others have solved simlar challenges
- White papers and research articles that keep you abreast of advancements in sales coaching and managing the 6 Pillars of Sales Productivity
- Best practice documents shared by our members, including compensation plan samples, interview guides, and coaching evaluation forms
- Proprietary research conducted by EcSELL Institute on what drives productivity in sales
- PPT Decks from our Summits and webinar recordings for listening ease
Members are able to sort by research type, Pillar, author, keyword, or subject, so you can find answers to your questions quick and easy! 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 402-805-4238. We are happy to help you address your sales management challenges!
Also, be sure to sign up for our FREE Sales Management Newsletter. Emailed six times a year, each issue provides break-through research, white papers, and case studies on sales coaching and the 6 Pillars of Sales Productivity.
"The only thing that gives an organization a competitive edge—the only thing that is sustainable—is what it knows, how it uses what it knows, and how fast it can know something new!" (Prusak, 1996)
Download a sample or two with our compliments!
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
"Sales Pipeline Management: Using the Sales Pipeline to Maximize Sales Results”
"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 Coaching
"What Will You Do When You Run Out of Leaders?"
“5 Signs Your Meeting Is a Waste of Time”
“Connecting is the First Step to Coaching"
