NEW! Pre-Summit 6 Pillar Workshop on using the 6 Pillars to drive sale performance. LEARN MORE! 

Leadership and Coaching, along with managing the 6 Pillars of Productivity, are a fundamental set of guiding ideologies around which Sales Managers should center all activity and development.

Through science and research, the impact that Leadership, Coaching, and Managing the 6 Pillars have on sales productivity can be quantified.  EcSELL Institute is committed to providing our members this fact-based, industry-best practice, and ever-evolving view on Leadership, Coaching, and Managing the 6 Pillars of Productivity.

To better understand the importance of the 6 Pillars of Productivity and their impact on sales performance, request a copy of EcSELL Institute's Sales Management Study at the bottom of this page. 

The 6 Pillars of Productivity ™:

1. Talent Identification and Acquisition- properly identifying and hiring the right sales talent to meet and exceed the objectives of all positions within a sales department. Learn more...
2. Sales Methodology and Skills Development- developing a measurable sales process that meets the needs of a company’s products, culture, and market, and then training to maximize a sales team’s ability to execute the methodology.  Learn more...
3. Professional Development- identifying and coaching toward sales career goals and objectives for each member of the sales team, in order to increase their sales productivity, loyalty, and overall contribution to the sales department. Learn more...
4. Sales Analytics and Performance Tracking- defining which key performance indicators track productivity and effectiveness, then learning how to utilize these to direct education, training, and planning. Learn more...
5. Compensation/Recognition/Rewards- understanding and designing sales compensation plans and recognition programs that not only drive and incent the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department. Learn more...
6. Planning- establishing structured sales plans for sales departments, divisions, regions, and individual sales territories. Providing a systematic methodology for touching prospects and clients, leading to attainment of departmental objectives and increased revenue. This Pillar also includes developing the most effective meeting formats and agendas to address the needs of sales management and producers. Learn more...

PLUS

Sales Leadership and Coaching -  Sales Leadership and Coaching are the foundation upon which the 6 Pillars of Productivity are built.  Learn more...

These research projects are designed to affirm the importance of the 6 Pillars of Productivity as the primary drivers of sales performance and to discover which sales management activities have the greatest impact on results.  We ask respondents to rate the effectiveness of their own sales management team as it relates to the 6 Pillars of Productivity and we have compared what best-in-class sales departments do differently than all the rest.  Easy to read, these reports provide guidance on where a Sales Manager should be spending his/her time.