Leadership, Management and Coaching, along with the 6 Pillars, 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, Management, Coaching, and 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, Management, Coaching, and the 6 Pillars.
To better understand the importance of the 6 Pillars and their impact on sales productivity, request a copy of EcSELL Institute's Sales Management Study Qtr 2, 2009 at the bottom of this page.
The 6 Pillars:
- Talent Identification and Acquisition- properly identifying and hiring the right talent to meet and exceed the objectives of all positions within a sales department. Learn more...
- 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 team’s ability to execute the methodology. Learn more...
- Professional Development- meeting the individual needs of all those in the sales department in order to increase the productivity and retention of your team. Learn more...
- 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...
- Compensation/Recognition/Rewards- understanding and designing 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...
- Planning- establishing structured plans for sales departments, divisions, regions, and individual 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, Management, and Coaching - Sales Leadership, Management, and Coaching are the foundation upon which the 6 Pillars are built. Learn more...