COACHING TOOLBOX
Sales Training Resources
MUTUAL ACTION PLAN
Get your prospects to buy in by using their own words. This MAP template helps ensure you and you prospects are on the same page.
OPPORTUNITY X RAY LEADER'S GUIDE
Many sales are complicated with several players on both sides of the deal. Use this worksheet to round up information and use it as a resource for your whole team.
THE PERFECT DISCOVERY CALL CHECKLIST
This detailed checklist will help you nail down the information you need during discovery to make the sale.
THE PERFECT OUTBOUND
CALL COACH'S CHECKLIST
This resource for sales leaders helps you coach your team and improve outbound sales calls.
CAPABILITY TRANSLATOR
The message makes all the difference. Learn how to hone in on the benefits that will be most applicable to your prospect.
KEY ACCOUNT PLAN
There are many account planning worksheets available, but to be effective, the process must be customized to your individual process. This template is a guide to help you do just that.
SALES STRATEGY
SELECTOR
A quick guide to choose the right strategy to pursue a large opportunity
CROSS-FUNCTIONAL TEAM
ACTION PLAN
A simple guide to pick the players on your team who you will put in the game for a major opportunity and to empower them with information and direction.
MAJOR OPPORTUNITY
PURSUIT PLAN
A framework to develop a competitive sales strategy for a major opportunity.
HIRING SALESPEOPLE
WHO CAN SELL
Interview questions you can use to help identify
salespeople suitable for you particular role
DISCOVERY CALL
QUESTIONS
"Best of" list of effective questions to
use to discover a buyers need
ABC OUTBOUND CALL
SHEET MUSIC
Tested and updated for 2022.
This template for a cold, outbound call includes nuances that account for low contacts rates and the fact that most contacts are via cell phone.
ABC INBOUND CALL
SHEET MUSIC
Tested and updated for 2022.
This is a template for warm calls to people who have expressed interest in some way. The call includes nuances that account for low contacts rates and the fact that most contacts are via cell phone.
LEAD GENERATION
MECHANISMS
Tested and updated for 2022.
Instructions for using lead generation mechanisms