5 Values for Sales Managers' eSalesbooks Engaging Screenagers

DrWarren business plan workshop Engaging Screenagers

5 Values for Sales Managers' eSalesbooks Engaging Screenagers

Yesterday, I blogged about eBrochures for Entrepreneurs and today I will build on the same idea for Sales Managers and Sales Reps using eSalesbooks.
An eSalesbook is a fast, easy way for Sales Managers to share, interact, and monitor with their sales reps and is made with Google Forms to be used with Mobile Devices.
One of the most valuable aspects of eSalesbooks is sales reps can quickly complete and submit their ideas right after their sales calls when the information is fresh in your reps’ minds.
These Moments of Growth reviews are great for catching those little details that create big future sales.
Zig Ziglar talks about taking 2 sales reps of equal ability, giving them equal sales territory, and selling the same product of equal prospects, and the rep who keeps detailed and accurate records will sell more than double amount of what the other rep sells.
When we say detailed, accurate records we mean tracking and recording,
  • what was said,
  • questions asked (fact, pain, value, consequences [from my friend Shamus Brown]),
  • how others responded,
  • the location/environment,
  • the time of day/week, and,
  • any other key indicators.
When sales reps make tracking a habit with eSalesbooks, they are on the fast track to continue producing and succeeding.

The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change

 The #1 reason I write this blog is to share engagement principles with those who want to learn how to better engage in our distracting world.
Today I will repeat several ideas I blogged before and will use an innovation tool I teach to translate the ideas for entrepreneurs, so thanks for learning from the comparison.
Based on the volatile, uncertain, complex, and ambiguous world we live in, your sales reps need all the collaboration they can get.
A few days ago I read a B2B marketing article by Sean Callahan on LinkedIn, and it reminded me how I teach these engagement tools to sales managers to help their sales reps give better service to clients in terms of relating, inspiring, motivating, and collaborating.
By observing, practicing, surveying, and using tracking and monitoring eSalesbooks in my sales courses and in coaching/training many sales managers and reps, together we’ve developed a few high value practices the help greatly.
1) Value: According to Sean, Instead of drily explaining your products and services, tell 2-minute irresistible/compelling stories. (optimal engagement)
These stories build trust in prospects and clients so they will be more likely to take action to buy, refer and build your loyal brand communities.
As a sales manager give your reps eSalesbooks to crowdsource (Google Forms for mobile devices) and build your loyal brand community.
Ask your reps to ask their loyal customers (or give eBrochures) to curate examples, images, or videos to illustrate each benefit of working with them, and use so it’s convenient for the customers.
Have reps give loyal customers (think Engaging Screenagers) eBrochures with a few survey questions and interactive tasks that encourage customers to share your story in relation to their (your customers’ interests,)
Basically give customers eBrochures to share how your brand story content came alive for the customers.
2) Value: As Sean says, think of channels of media you use as part of your bigger picture—have reps use multiple channels working together to guide your loyal customer (think Engaging Screenagers) collaboration with your brand story. (optimal engagement)
In the past, sales reps would make calls on the phone all day, and then they would get good or they would find new employment opportunities. (junk engagement) 
Nowadays, reps can add links to media or even include screencast videos, for example, in their eBrochures so customers can rewatch sections they want for more detail and have much more rich (and lucrative) sales discussions. (optimal engagement)
When sales reps use eBrochures with their loyal customers as crowdsource sharing, this can turn into currency that shows what the reps’ loyal customers like and trust about your company.

DrWarren business plan workshop Engaging Screenagers
DrWarren sales rep business plan workshop Engaging Screenagers









3) Value: Use eSalesbooks to listen to sales reps and customers (listening is a key point according to Sean) to help reps track their own actions, words, non verbals, performance, etc., to help reps improve. (optimal engagement)
Also, these analytics can help sales managers to give reps learning, skills, information, and training in the ways that would be most helpful for reps.
Often we as Sales managers want to push sales training in ways that are quite different from ways that would be most effective for reps.
Also, reps can encourage loyal customers to relate your story to their own interests with eBrochures, as this can be a great way to bring your compelling brand story to life for other reps, prospects and customers.
With rep and loyal customer sharing with eBrochures, sales managers and reps will learn more (often more than you want to hear) than ever before, and that learning could be what you need to take your business to the next level.


4) Value: Sean reminds us to remember our internal marketing with all our internal stakeholders.
Sean says to establish firm commitments, in this case with all sales managers and sales reps for new initiatives within your organization before releasing your loyal customer-facing messaging.
Using eSalesbooks, you can make a simple change to the form (on your mobile device if you like) and all reps using your eSalesbooks will have the updates instantly.
5) Value: Sean mentioned you can think of your story and the value you give as a sales rep in the larger context of the relationship experience when reps ask themselves, “How will my loyal customers lives be better? (optimal engagement)
Also, how can reps share their experiences with prospects and clients will continue sharing your brand story or building your brand community?
When creating your eSalesbooks ask yourself,
  • What are my reps inspired to do after they interact with my eSalesbook on their mobile devices?
  • What will excite my sales reps to curate their own images, examples, or videos?
  • What will motivate my sales reps to continue and even finish watching my YouTube sales training watch list, or share ideas with clients, or submit their own ideas?
  • What hooks can compel my sales reps to collaborate, interact, and contribute with my business’s story and and build a loyal brand community? (optimal engagement)
Remember, all day every day, the marketing world spends time thinking about how to attract your loyal customers (think Engaging Screenagers) attention and get them to take action that takes away from your reps sales and your brand story.
I am saying is as a sales manager, can combine eSalesbooks with what you learn from the tools marketers use to train and motivate your sales reps to build your powerful brand.
Epilogue:
The one of the foundation priorities of my life-long engagement focus is Engaging Screenagers, as in this screenage most everyone is showing Engaging Screenagers behavior tendencies.
Having said that, I’ve found that the group that earned the Screenagers name, will change (or shape if you like) the world of engagement marketing and sales more than any other group that we have seen so far.
I am not talking about a generation x or y, millennials, or others.
I am talking about the new technology and how those who are younger, due to their lack of attachment to tradition, are leading (shaping) change in how we live (share, communicate, buy, etc.) with mobile devices.
Being a University instructor during the time smartphones were coming into mass use, I was spending 40-60 hours a week with almost 3000 students watching how their behavior was changing day to day.
Based on my passion (research, practice, training, coaching, etc.) for engagement and innovating for engagement, I could see (back then) how much of an influence/game changer these smartphones were going to be in our world.
Whenever your loyal customers (think Engaging Screenagers) interact with your brand, your brand story, or your loyal brand community, they experience Moments of Growth, and by reminding them of that growth with eBrochures, you can build more loyalty.
Sales managers, wouldn’t you want to see your reps becoming leaders of your loyal brand community of Engaging Screenagers?
Can’t you see how much more about your reps could sell when they have your loyal brand community supporting them on every sales call?
Don’t you see the future of your sales either struggling for survival without eSalesbooks, or thriving beyond expectations when your reps use eSalesbooks?

Give your sales reps eSalesbooks—thrive their sales beyond.

You can see examples of screen innovations for Optimal Experiences at JOIN THE CURATION: Google+.
Remember to engage tomorrow.
Following with you.
Keep it simple.
All the Best, Warren
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Dr Warren LINGER © 2017
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