EcSELL Institute defines this Pillar as the educational and developmental strategies necessary to meet the individual needs of those in the sales department. It is the act of 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.

Research conducted by the EcSELL Institute showed that 89% of the respondents believe that the Professional Development Pillar has a profound effect on productivity, yet only 39% rate their sales management teams' skills as "strong" or "very strong". (Request a copy of the full report by completing the form at the right.)

In order to be effective (effective defined as achieving and exceeding sales numbers), Sales Managers must understand what is and what is not within their control and further narrow that perspective to what, within their control, drives production. Becoming well-versed and skilled in the 6 Pillars of Productivity, while at the same time developing sales leadership and sale management acumen, will not only enhance your skills but those of your team as well.