Sales growth begins with sales leaders, not sales reps.

Sales Management Best Practices

These three minute JAM's (Just A Minute) education instructional PPT's from EcSell Institute, highlight how to adopt the tools utilized by high-performing sales coaches.
 

  • One-to-one meeting form and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • When reps say their one-to-one meetings with their managers are beneficial, they are more likely to be motivated to sell.  This form and the corresponding JAM provide a structure for effective one-to-one meetings.

 

  • Team meeting form and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • Team meetings not only provide an avenue for communication with a sales team, but also ensure ongoing education and sharing of best practice.  This form and the corresponding JAM show how to hold informative team meetings. 

  • Career development plan and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • Having a manager who helps them reach their career goals is one of the key motivators of sales performance for reps.  This structured discussion and corresponding JAM show managers how to hold an effective personal and professional goal discussion.

  • Pre-call plan form and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • Doing a joint sales call with reps is one of the best coaching opportunities for sales managers, but only if their role in the sales call is well-defined.  This form and corresponding JAM teaches managers and their reps how to set-up for an effective joint sales call.

  • Post-call feedback form and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • Giving reps effective feedback on selling skills is one of the most impactful activities a sales manager can do to impact productivity.  However, giving feedback the right way can be a challenge.  This post-call feedback form and associated JAM gives structure and tips to make feedback most effective.

  • Sales skills audit and JAM  EcSell_JAM_No_Border_png  EcSell_Doc_No_Border_png
    • Performance reviews are often too vague or unrelated to the key skills of a role to really help someone improve.  Our sales skills audit and associated JAM gives sales managers a way to quickly assess the key skills of their reps and define areas for growth so that performance feedback truly helps reps improve.

If you enjoyed these JAMs and PPTs then contact us and learn how you can gain further education in sales management training.

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