Engagement › Sales · 1 of 4
Resources of Sales
By RISE Business Framework · Created by Gary Harper and Brandon McCurdy · Reviewed
Sales resources are the people, tools and training a team needs to work leads and close deals. In RISE, a WHO, WHAT, HOW, WHEN worksheet defines the sales team, its tools, its compensation and its weekly training schedule. Each quadrant carries a guiding principle.
How RISE does it
- You need research materials, tracking tools and communication channels.
- Training programs help the team close deals and reach quotas.
- Identify the people, tools and training needed to handle incoming leads.
- Similar behavioral profiles across the team make managing easier.
Resources of Sales is one of four tools in Sales, part of the Engagement quadrant of the RISE Business Framework.
The RISE tool
Resources of Sales: WHO / WHAT / HOW / WHEN
| Question | Fill in | Principle |
|---|---|---|
| WHO is on my sales team? | Manager; Team Members 1-3 | Building a team with similar behavioral profiles makes managing easier. |
| WHAT are our tools? | CRM; Phone; Project Management; Other | Giving your team the latest tools gives them a competitive edge. |
| HOW do we compensate? | Starting Base Pay; Commission; Bonuses; Advancement | Defining a compensation package that drives your sales objectives is critical. |
| WHEN do we train weekly? | Program; Day; Time; Location | Ongoing training ensures that you maintain a culture of sales in your organization. |
“A well-rounded sales strategy covers team building, tools, compensation, and ongoing training for sustained success.”Gary Harper
AI RISE Coach
Work through Resources of Sales with the AI RISE Coach
“Walk me through Resources of Sales in the RISE Business Framework and help me apply it to my business.”
Quick self-check
“We have a proven sales process, weekly training and measurable success turning leads into paying customers.”
Frequently asked questions
What tools does a sales team need?
The RISE worksheet lists a CRM, phone system and project management tool, plus any others your process needs. RISE says the latest tools give your team a competitive edge.
How should I structure sales compensation?
RISE has you define starting base pay, commission, bonuses and advancement. The package should drive your sales objectives.
The other tools in Sales
- Inspiring a Sales TeamRecognize wins, hold scheduled feedback sessions and set clear goals to keep the team positively motivated.
- Systems of SalesRun a replicable sales process through a seven-stage funnel, from fresh leads to closing.
- Engaging CustomersStay in touch through personal, persistent contact until prospects become loyal customers.
Related in another quadrant: Talent Development
