Here are free reasearch papers from ELA Consulting Group and some of our partners that cover a range of sales-related topics, including training, sales operating systems, sales process transformation and leadership. Click on the links to register and download any of the papers now.

Human Performance Improvement

We all know that well-targeted sales training can close skill or knowledge gaps and enhance sales force effectiveness. However, any sales training program, implemented without tools and manager support, will have limited impact. Similarly, implementing a new sales system or procedure without appropriate training or coaching will not improve sales. This paper from ELA Consulting Group partner, Wilson Learning, explains a systematic and successful approach to sales training that acknowledges the critical role of tools, measurement, and management support to enhance and extend the impact of learning. Wilson Learning calls it Human Performance Improvement (HPI) process.

Download it here.

Sales Process Transformation

The executives of leading companies understand the need to create value beyond the initial sale. They want to be part of their customers’ solution as opposed to simply executing a financial transaction. ELA Consulting Group believes that creating a consultative sales culture is imperative for companies that wish to compete in the future. In this research paper, we explain that in order to help transform a sales organzation from its transactional focus to a consultative focus, there is a three-phase program that identifies, builds and institutionalizes an effective consultative sales culture. Our three-phase approach includes assessment, alignment, and coaching.  

Download this paper here.

One Page Business Planning

An executive briefing on the One Page Business Planning approach

This executive briefing introduces The One Page Business Plan, with the concepts of the planning processes and technique developed over the last eleven years and used with thousands of business owners and executives.  The concepts of One Page Planning work equally well in large companies like Disney, Oracle, America Online and Morgan Stanley as they do with small to mid-market companies.  The process also works incredibly well with non-profits, hospitals, school districts and government agencies.

Download it here.

 

Enhancing Sales Performance through Business Consulting Skills

In today’s tough economic times, sales people need to also be effective business consultants who can deal with complex systems issues and can help facilitate change in their client's organizations. This research paper examines the impact of consultant skills on sales performance and the ability of an effective training process to transfer learning to job performance.

Download it here.