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sales management, leadership & business development
The information contained in these sections of the international sales institute library has been designed to assist all people in a better understanding of managing and leading the sales process.  It is the belief of the international sales institute that the area of sales management is the most critical component of sales force effectiveness.  It has also been the most neglected area in terms of skill development training and understanding.  These documents are only available to members. You can join by clicking the membership icon on the left. Membership is free.

   

sales processes

A relevant methodology on differentiating types of customers – “People buy from us not because they understand our products and services, but because they feel we understand them as people." Make sales and maintain your dignity in 9 steps.
This document establishes and explains the basic skills required by first line Sales Managers. Why you should prepare a marketing/sales development plan, the benefits and how to.
A document used to assess and evaluate self-management, job knowledge and face to face salesmanship. "Anytime a customer comes into contact with any aspect of a business, however remote, is an opportunity to form an impression."
A planner that monitors activity within a company, including a weekly activity planner, an appraisal system and a goal setting section. A template to help you keep up to date with contacting your prospects.
Being positive in all aspects of your work and lifestyle. A helpful and handy form to help bring order to your prospecting.
Call Reluctance explained in detail and the seven types of genuine Call Reluctance. A thorough form to review your employee’s performance.
A template to use to keep track of your client’s history. Are you positive in all aspects of your life? Learn how being positive can make you a winner.
10 basic criteria through which motivation can be established developed and maintained. The benefits of being a ‘professional’ sales person.
This program helps develop the sales skills required to succeed as a sales executive. One of the most critical factors in developing effective personal selling is to have a clear understanding of the roles of a sales person. A failure to define the sales person's role will lead to poor performance.
How simple it is to keep your customers.
This document demonstrates what The Sales Institute truly knows, that everyone is involved in the sales process in some way or another. A quick checklist for yourself before you begin to make a sale.
Monitor your expenses with our expense template. A self-rating questionnaire to help improve your sales technique with prospects, customers or clients.
A thorough appraisal system to rate your sales professionals whilst out in the field. A salesperson’s definition of selling.
The 10 biggest mistakes that sales people make today. Temperament determines how a person will behave in a particular situation and how they will use their personal resources. It is behaviour based on habits, feelings, attitudes and emotions rather than on rational decisions.
When competing on price, the solution is value. A template designed to help you keep up with all your phone calls/enquiries/follow ups etc…
The answer lies in asking good quality questions, to further the conversation. A Consultant is a person whose business it is to ADVISE on a broad spectrum of products and services that can be of value to a client.
A simple theory on the easiest way to get new clients. Every aspect relating to a successful sales call covering both faults and statistics.
The power of teamwork. "What new direction in investment have you made in developing You, Yourself Incorporated?"
If we don’t take care of our customers, someone else will.
Extensive guide to how to manage your key accounts the right way!
Love your customers….or someone else will.