1. Sales Mentor Program Overview Steve Verrett – President
Phone:

2. ESS Was Founded By Real World Sales Managers
Growth Oriented Sales Organizations Must Find New Customers And Take Business Away From Competitors
A Sales Manager’s Most Overburdened Resource is Time
ESS Believes…
Good Sales People Want To Win…
Many Have Not Been Taught How
Traditional Sales Trainings Are Expensive And Teach Culture
They Do Not Teach Effective Bus Dev (“Hunter”) Skills

3. Why Hire A Sales Mentor? “It’s About Time”
Short single session group trainings teach culture and process. They do not teach territory planning or new customer acquisition skills
Sales Managers do not have necessary time available to spend with mediocre team members
Training up is more cost effective than trading up and is less disruptive to customers
Sales Mentoring pin points struggling individuals, is more effective, has a lower entry cost, and requires little to no demand of your organization
“It’s About Time”

4. How Much Does Trading Out A Sales Person Cost Your Business?
Recruiting Fees
Can be in excess of $20K
Business Disruption
Channel partners, key accounts, and general business disruption
Unforeseen Incompatibility
Hiring a new sales person can be a gamble
Time Delay
It takes at least a 6 months for a new sales person to make an impact on a territory
Organization’s Time
How much time and money is spent by the organization training a new sales person?
Managements Time
How much is your time worth training a new person?

5. ESS Sales Mentor Program
12 week program with one year of follow up provided
“One On One” coaching by a proven sales leader
Hands on exercises with real customer situations
Focuses on target based preparation, planning, and execution through improved message effectiveness and time management methodologies
Works with any technical customer facing sales person tasked in finding new business

6. ESS Sales Mentor Program
Message Effectiveness
Questioning Skills
Value Differentiation
Time Management
Proactive Planning
Focused Time Effectiveness

7. What Does The Student Take Away?
Stage
What Is Learned In Program?
Take Away For Student
Evaluation
Understanding of Strengths and Weaknesses
Why Sales is Important (To Company and Customer)
Existing Plan Review
Self Assessment Tool
Increased Confidence
Preparation
Customer Relevant Positioning Statement
Understanding of Competitive Strengths (Value)
Consultative Questioning Skills
Scripted Positioning Statement
Tip of Spear Worksheets
Prepared Questions And Objections
Planning
Time Management Assessment
Time vs. Income Methodology
Existing vs New Customer Logic
How to Properly Identify And Qualify Targets
Proactively Develop a Territory / Account Plan
Research Tools Available On The Internet
Time and Territory Planning Tool
Time Management Calculator
Time Management Gap Assessment Tool
New Contact Worksheet
Execution
Cold Calling Tools
Voice Mail Scripting
Voice Mail Script
New Customer Target Worksheet
10 Targets / 3 New Meeting Goal
Communication
Communication of Plan To Manager
Speak Same Language As Manager
Time and Territory Plan

8. Compare The Difference
Item of Concern
Low Cost of Entry
Traditional Sales Trainings
ESS Sales Mentor Program
Sales Manager Time Required
Sales Person Time Required
Hidden Fees
Works With
Training Method
Types of Learning Exercises
Teaches The Student
Trains Those That Need It Most
Less Than 2 Hours
12 Weeks (2 – 4 Hours Per Week)
None
Any Technical Sales Person
One On One With Former Sales Executive
Real Time With Actual Customers
To Develop A Plan and Find New Customers
All Or Nothing
Extensive Coordination and Internal Materials
2 Days Off The Road
“We Can Customize”
Trains To The Weakest Link
Train The Trainer or Group Seminar
Role Playing Exercises
Procedural Framework

9. ESS Sales Mentor Program
Phase 1
Evaluation
“One on One” Coaching By Proven Sales Executives
12 Week Program
Weekly Scheduled Calls With “On Call” Access
Target 10 / Meet With 3 New Customers
Trial Student Discounts Available
Multiple Student – Partial Program On-site / Options Available
Guaranteed Results
Phase 2
Preparation
Phase 3
Planning
Phase 4
Execution
Phase 5
Communication
Return