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

1. 20 Must-Have Resources
Every Sales Manager Needs
May 8, 2013
Notice: This presentation is copyrighted. Quotation in whole or in part must be
accompanied by attribution to:
“ES Research Group, Inc. - www.ESResearch.com”
Dave Stein, CEO, ES Research Group
@davestei
ESResearch.com/blog

2. © 2013 – ES Research Group, Inc. 2
What We’ll Cover…
All graphics: Fotolia.com

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Thanks 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

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Disclaimer
What follows are not
represented as the best in
each category or all that
must be considered, nor has
ES Research Group
used, evaluated, or tested all
of these suggestions.

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Before We Go Any Further

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Before We Go Any Further
galaxyonlineii.wikia.com

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Process
A series of actions or operations conducing
to an end; especially: a continuous operation
or treatment especially in manufacture

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Process
© Ben Chams - Fotolia.com
#1

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#2 – A Sales Hiring Process
• ESR’s research shows that:
– 20 to 33% of sales people aren’t suited
for the job
– After two years, 4 out of 5 new hires
either:
• Aren’t with the same company or
• Are not delivering at or above quota.
– Use of a hiring process can reduce
wrong hires by 60 – 80%.
– The cost of a wrong hire is between
$300k to well over $1 million.

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#2.5 – Assessment Tests for Managers and Salesreps
• Profiles International
• HR Chally
• PI Worldwide
• Objective Management
Group
• DiSC
• Kolbe

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#3 – Sales Processes
Sales process: pragmatic and institutionalized
• Driven from customer buying processes
• Defined phases, gates, “pivotal agreements,” actions
• Qualification criteria
Source: Sales Benchmark Index

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#4 – A Plan for Your Managers to Achieve Their Targets
© vector_master - Fotolia.com

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#5 – Ongoing Learning/Coaching Process for Reps

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Technology
Source: brandinex.wordpress.com

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#6 – Sales Process Optimization/Automation

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#6.5 – Analytics

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#7 – Who?

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#8 – A Social Media Strategy, Tools, and Learning
Source: Blue Focus Marketing

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#9 – A Tablet

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#10 – A New Tool Mostly for Inside Sales

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Source: LifeWellLearned.com

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#11 – Sales & Marketing Management magazine

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#12 – Books
• Whiteboard Selling (Sommers/Jenkins)
• The Joshua Principle (Hughes)
• The Sales Manager’s Mentor (Lehman)
• Sales Coaching; Making the Great Leap From Sales Manager
to 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

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#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)
Name
recognition, number
of followers or recent
books

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#14 – Your Own Research and Knowledge Management

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#15 – Third Party Research
• CSO Insights
• Forrester
• Aberdeen
• SiriusDecisions (mostly on marketing side)
• MillerHeiman (Galvin)
• Huthwaite
• ES Research
Be careful with “self-
serving” research
and White Papers

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#16 – Communication

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#17 – Sales Playbooks, Proposal Tools, RFP Management

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#18 – Sales Management Association

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#19 – A Mentor

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#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?
@davestei
ESResearch.com/blog
Dave.Stein@ESResearch.com
Notice: This presentation is copyrighted. Quotation in whole or in part must be
accompanied by attribution to:
“ES Research Group, Inc. - www.ESResearch.com”