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

Through science and research, the impact that Leadership, Sales 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, Sales Coaching, and Managing the 6 Pillars of Sales Productivity.

To better understand the importance of the 6 Pillars of Sales Productivity and their impact on sales performance, request a copy of EcSELL Institute's Sales Management Study at the bottom of this page. Better yet, take our COMPASS Assessment which measures where you have gaps in each of these areas.

The 6 Pillars of Sales Productivity ™ Management Model:

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.

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.

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.

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.

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.

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.

PLUS

Sales Leadership and Sales Coaching - Sales Leadership and Sales Coaching are essential to maximize the performance of  a sales team.  Managing, leading, and coaching build upon one another and are interdependent in terms of producing desired outcomes. It is only when one is able to effectively manage processes, lead collaboratively, and coach their teams into complexity that they will truly be able to enter the high performance zone.  Learn more...

These research projects are designed to affirm the importance of sales coaching and 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 sales coaching and managing 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.