Search Results

  • 13 Ideas to Step Up Senior Sales Rep Performance

    13 Ideas to Step Up Senior Sales Rep Performance

    Description

  • 7 Key Questions Every Sales Rep Must Ask to Bring the Greatest Value Possible

    7 Key Questions Every Sales Rep Must Ask to Bring the Greatest Value Possible

    Description

  • 8 Critical Components of Creating Real Customer Value

    8 Critical Components of Creating Real Customer Value

    Description

  • A Leader's Motivational Assessment

    A Leader's Motivational Assessment

    Description

  • A Leader's Role in Driving Sales Performance

    A Leader's Role in Driving Sales Performance

    Description

  • ABC Telephone Approach

    ABC Telephone Approach

    Description

  • ACE Approach

    ACE Approach

    Description

  • ACE Approach to Prospecting

    ACE Approach to Prospecting

    Description

  • Assigning Fair & Explainable Sales Rep Budgets

    Assigning Fair & Explainable Sales Rep Budgets

    Description

  • Avoiding the Five Biggest Mistakes Salespeople Make

    Avoiding the Five Biggest Mistakes Salespeople Make

    Description

    What it Does

    The Daily Minder serves as an everyday reminder of those things that will help your people avoid the most common mistakes sales reps make that costs them success.

     

    Why it Works

    This tool will help your people avoid making common mistakes and give them an advantage over your competition.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Behind the Desk Selling

    Behind the Desk Selling

    Description

  • Building Employee Trust

    Building Employee Trust

    Description

    What It Does

    Building Trust: A Leader’s Key to Great Performance covers everything from understanding the critical importance of building trust in the workplace, real-world strategies to build greater trust with your people and the strategic actions you can take today that will build greater trust with your teams.

     

    Why It Works

    It will help you build a special team, one that sets the pace in your company. That all starts by getting people to trust you. This tool will enable you to allow your employees to build trust in you, as a foundation, so that your team can storm, norm, and perform at a high level.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Building Great Business Partnerships

    Building Great Business Partnerships

    Description

  • Building Powerful Social & Business Relationships

    Building Powerful Social & Business Relationships

    Description

  • Building Sustainable Performance Momentum

    Building Sustainable Performance Momentum

    Description

  • Building Your Legacy

    Building Your Legacy

    Description

  • Change the Game on Your Competition – Develop Sustainable Sales Superiority

    Change the Game on Your Competition – Develop Sustainable Sales Superiority

    Description

  • Client Focused Sales Model

    Client Focused Sales Model

    Description

  • Client Loyalty Survey

    Client Loyalty Survey

    Description

  • Client Survey

    Client Survey

    Description

  • Coaching Employees on Getting Promoted

    Coaching Employees on Getting Promoted

    Description

    What It Does

    Your best people will want to know how to ascend in the organization. Most leaders neglect any sort of guidance in this area, which often results in losing those great people to organizations that authentically invest resources in their success. This tool will give your people clear, meaningful direction and provide a clear career path.

     

    Why It Works

    This guide helps you make the process mutually beneficial for both you and your employees. This tool willl transform the relationship you have with your employees from merely a boss to a collaborative mentor. They will appreciate your investment in them and reward you for it.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Coaching Recommendations

    Coaching Recommendations

    Description

    What It Does

    The Coaching Recommendations tool is a simple framework that provides your people specific behavioral recommendations after a coaching session.

     

    Why It Works

    During a coaching session, you want to provide very specific behavioral direction that will help your people get better.

     

    Who Benefits

    • Sales Manager
    • Sales Director
    • VP of Sales
  • Coaching Self-Assessment

    Coaching Self-Assessment

    Description

    What It Does

    The Coaching Assessment Tool outlines what makes an effective coach and provides suggestions in each area as to what to do to improve your coaching abilities.

     

    Why It Works

    It improves your effectiveness as a coach, and makes you a better leader to your employees.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Communications Effectiveness Document

    Communications Effectiveness Document

    Description

  • Competitive Strategy

    Competitive Strategy

    Description

  • Consultative Cadence - 4 Ways to Add Client Value

    Consultative Cadence - 4 Ways to Add Client Value

    Description

  • Creating Organizational Alignment for Winning Results

    Creating Organizational Alignment for Winning Results

    Description

  • Credentials Message

    Credentials Message

    Description

  • Developing the Right Priority List for Leaders

    Developing the Right Priority List for Leaders

    Description

  • Differentiating Yourself in a Commoditized World

    Differentiating Yourself in a Commoditized World

    Description

  • Direction & Strategies

    Direction & Strategies

    Description

    What It Does

    The Direction & Strategies Document helps you organize all the key messages in your organization to provide crystal clarity to your team as to where you are going and what they need to do to support you and your team. Most organizations have all their key messages scattered throughout the organization, missing the chance to get everyone on the same page. A well-done sample is included.

  • Effective Leadership Communications

    Effective Leadership Communications

    Description

  • Exceptional Leader Assessment

    Exceptional Leader Assessment

    Description

  • Excuses No More

    Excuses No More

    Description

  • Feature Benefit Advantage

    Feature Benefit Advantage

    Description

  • Four Crucial Roles All Great Sales Reps Play

    Four Crucial Roles All Great Sales Reps Play

    Description

  • Getting Better Results from Remote Employees

    Getting Better Results from Remote Employees

    Description

  • Great Team Meeting Planner

    Great Team Meeting Planner

    Description

    What It Does

    The Great Team Meeting Planner tool saves you incredible amounts of time, ensures consistency of your meetings, focuses on the right things and leaves with action items that will get accomplished.

     

    Why It Works

    It helps your run better, more productive team meetings; ones that people look forward to, gets energized from, and leave with a renewed sense of purpose.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Handling the Prospect's Loyalty Objection

    Handling the Prospect's Loyalty Objection

    Description

  • High Impact Call Checklist

    High Impact Call Checklist

    Description

    A thoroughly effective tool that guides you and your sales rep through the key questions that every sales rep should consider before conducting an important sales call.  

  • High Impact Leadership Process

    High Impact Leadership Process

    Description

    What It Does

    The High Impact Leadership Process is a powerful, comprehensive management and leadership approach that outlines exactly what you need to do throughout the year to deliver winning results.  A road map for success that leads you step by step to make the right moves at the right time.

     

    Why It Works

    You want to grab control of your organization and lead it to greater performance.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • High Impact Questions

    High Impact Questions

    Description

  • How Good a Sales Rep Are You

    How Good a Sales Rep Are You

    Description

  • How to Become Your Clients' Trusted Advisor

    How to Become Your Clients' Trusted Advisor

    Description

  • How to Bring Clients Extraordinary Value

    How to Bring Clients Extraordinary Value

    Description

  • How to Build an Amazing Customer-Focused Sales Organization

    How to Build an Amazing Customer-Focused Sales Organization

    Description

  • How to Build Better Goals for Managers

    How to Build Better Goals for Managers

    Description

  • How to Increase Your Win Rate

    How to Increase Your Win Rate

    Description

  • How to Lead Your Team's Business Development Efforts

    How to Lead Your Team's Business Development Efforts

    Description

  • How to Make Every Cold Call a Great Experience

    How to Make Every Cold Call a Great Experience

    Description

  • I CARE Assessment

    I CARE Assessment

    Description

    What It Does

    The I CARE Assessment is a simple and powerful tool that helps you develop laser clarity on the areas that are inhibiting and that could propel the success of your people.  Also helps you decide what you will do, specifically, to help your staff improve.

     

    Why It Works

    It focuses your attention on the most effective things you can do to propel the success of the members of your team.

     

    Who Benefits

    • Sales Managers
    • Sales Directos
    • VP of Sales
  • Key Values & Expectations Letter

    Key Values & Expectations Letter

    Description

    What It Does

    The Key Values & Expectations Letter (or the Who Am I? statement) is a...

    sample of a real letter is included.  Simply make any changes that make it work for you and you will have your team stand up and take notice!  Powerfully written!

     

    Why It Works

    You want to clearly communicate your key values & expectations to your team so that they know what to expect from you and what you expect of them.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Leader's Comprehensive Diagnosis & Action

    Leader's Comprehensive Diagnosis & Action

    Description

  • Leadership Accountabilities

    Leadership Accountabilities

    Description

    What It Does

    The Leadership Team Accountabilities tool provides examples of how to set up expectations (accountabilities) that will drive improved results, facilitate better performance discussions and make feedback much easier.

     

    Why It Works

    You'll create clear and compelling expectations that will ensure your people know what good performance looks like.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Leadership Defined & Actions to Ensure Success

    Leadership Defined & Actions to Ensure Success

    Description

  • Leadership in a Down Economy

    Leadership in a Down Economy

    Description

  • Leadership in Turbulent Times

    Leadership in Turbulent Times

    Description

    What It Does

    A very effective guide, done in PowerPoint slide fashion, that helps you identify – or train others in – how to become the most effective leader possible during very difficult times.

     

    Why It Works

    When times are tough, you, your team, or your peers may struggle to help your people through them.  This tool will guide you through the trouble like Dante through the Inferno.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Make This Your Greatest Year Yet

    Make This Your Greatest Year Yet

    Description

  • Management Effectiveness Factors and Assessment Tool

    Management Effectiveness Factors and Assessment Tool

    Description

  • Manager Skills Assessment

    Manager Skills Assessment

    Description

  • Organizational Assessment for Leaders

    Organizational Assessment for Leaders

    Description

  • Process and Results Review

    Process and Results Review

    Description

  • Recognition Planning Tool

    Recognition Planning Tool

    Description

  • Repairing Damaged Customers

    Repairing Damaged Customers

    Description

  • Review & Plan

    Review & Plan

    Description

    What It Does

    The Review and Plan Document helps you build a monthly review of results and processes that provide a tool for excellent coaching and teaching. 

     

    Why It Works

    It holds your people accountable to the key things that will drive success.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Role Model Sales Representative

    Role Model Sales Representative

    Description

    What it Does

    Communicate to your team what a great sales rep looks like. This tools can be used to set expectations, provide verbiage for yearly performance reviews, detail promotion criteria, and much more.

     

    Why it Works

    By providing clear communication to your team, your sales people will receive a depth of understanding for how you define success. You'll be able to clearly define the attitude, skills, and knowledge it takes to be considered a top notch rep on your team.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Sales Call Feedback

    Sales Call Feedback

    Description

    High Impact Sales Call Feedback

  • Sales Call Feedback Document

    Sales Call Feedback Document

    Description

  • Sales Rep CAP Standards

    Sales Rep CAP Standards

    Description

  • Sales Skills Assessment

    Sales Skills Assessment

    Description

    A powerful assessment tool that allows you to analyze each rep on your team in the critical areas that drive successful sales performance.  Once completed, it becomes clear what you will need to work on with each rep – and the entire team - to significantly improve their sales effectiveness.

  • Securing and Growing Your Largest Clients

    Securing and Growing Your Largest Clients

    Description

  • Selling From the Client's Point of View

    Selling From the Client's Point of View

    Description

  • Setting Comprehensive Goals

    Setting Comprehensive Goals

    Description

  • Setting Sales Rep Goals

    Setting Sales Rep Goals

    Description

    A results-based framework for goal setting to inspire your sales reps for success.

  • Six Great Ways of Setting Expectations

    Six Great Ways of Setting Expectations

    Description

    What It Does

    Examples and explanations of six powerful ways to set clear expectations for your people.  Choose one – or a combination of all six.  Well-done examples are included.

     

    Why It Works

    This tool will provide you with insight into how important clear expectations are for driving performance. It'll give you six different ways to do a better job of setting them with your team.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • Strategic Impact Letter

    Strategic Impact Letter

    Description

  • Strategic RAP Questions for Your Employees

    Strategic RAP Questions for Your Employees

    Description

    What It Does

    The Strategic RAP Questions tool provides a series of great questions that will help teach your people how to think more strategically and empower them to look at their business more effectively.

     

    Why It Works

    It provides a comprehensive look at the health of the business as you talk with your people.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • SWOT Process - How Healthy is Your Organization

    SWOT Process - How Healthy is Your Organization

    Description

  • Team Leader Performance Assessment

    Team Leader Performance Assessment

    Description

  • Team Member Profile

    Team Member Profile

    Description

    What It Does

    The Team Member Profile takes an in-depth look at critical information about your people that will allow you to interact with them more effectively.

     

    Why It Works

    In order to take your organization to the next level, you will need to know your people better. The Team Member Profile helps you build in-depth understanding and insights into your team members.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • The Five Biggest Mistakes Salespeople Make - And How to Avoid Them

    The Five Biggest Mistakes Salespeople Make - And How to Avoid Them

    Description

  • The Great Field Leader Audit

    The Great Field Leader Audit

    Description

  • The Great Field Sales Leader Checklist

    The Great Field Sales Leader Checklist

    Description

    What it Does

    This tool will outline exactly what it takes to be the truly great leader that your sales force is looking for.  It includes a legend to assess yourself as you are today and helps you build the right plan to get you there – quickly!

     

    Why it Works

    Are you a great Field Sales Leader?

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • The Model Employee

    The Model Employee

    Description

    What It Does

    The Model Employee clearly lays out what a good – or model – employee possesses from an attitude, skills, and knowledge standpoint.  Excellent as an expectation-setter and provides great verbiage for your performance reviews.

     

    Why It Works

    Most employees sub-optimize their performance because they are not exactly sure what good looks like from their manager’s perspective.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • The Model Organization

    The Model Organization

    Description

    What It Does

    The Model Organization (or the Who Are We? statement) is a jointly-developed list of what your team decides it wants to be going forward.  It includes an example of one excellently done and communicates the behaviors that the team agrees on that will guide its decisions, serve as a method of assessing progress.

     

    Why It Works

    Your team is performing well but simply has not reached its potential.  You believe it is due in part that you have not all agreed as a team how great you want to be.

     

    Who Benefits

    • Sales Managers
    • Sales Directors
    • VP of Sales
  • The Path to Competitive Advantage

    The Path to Competitive Advantage

    Description

  • The Six Things a Leader Must Do to Improve Performance

    The Six Things a Leader Must Do to Improve Performance

    Description

  • WART List - Biggest Issues Standing in the Way of Better Performance

    WART List - Biggest Issues Standing in the Way of Better Performance

    Description

  • Why My Company

    Why My Company

    Description

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