EcSELL Institute has created a learning and development strategy that provides you and your sales management team with practical information, relevant insights, and experiential learning to accelerate and refine your sales coaching skills, leadership qualities, and management acumen - all areas that impact performance of your sales team. Our professional development strategy consists of four mutually supported and integrated phases.
- Assessments
- Self-Directed Learning
- Formal Instruction
- 1:1 Executive Development Sessions
Assessments
Through The Eyes of the Sales Rep Assessment
Through The Eyes of the Sales Rep is a diagnostic tool that provides a unique look at sales management’s performance through the eyes of revenue-producing sales representatives. The assessment also examines some of the basic tools and resources sales representatives should have at their disposal within their respective organizations to increase sales productivity. The goal is to present a clear representation of where a Sales Manager needs improvement. The report is compiled by individual Sales Manager and also aggregated by department. We analyze the data and provide recommendations to the Senior Sales Executive. The data from this assessment serves as a foundation for formulating an educational curriculum for the year. NOTE: It is recommended this sales rep feedback be applied, reviewed, and surveyed annually so as to determine declination, stagnation, or growth.
360 Collaborative Leadership Assessment
360 Collaborative Leadership Assessment measure this critical management skill. A collaborative leadership style allows a Sales manager to effectively use their influence to create change across all levels of a sales organization. Some Sales Managers may be too authoritative and not allow enough freedom, while other Sales Managers may be too laid-back and not challenge their teams. The collaborative leader is able to listen, teach, and engage all of their sales associates to drive results, and our 360 Collaborative Leadership Assessment helps a sales manager uncover how collaborative they are in their approach to leadership. Armed with the knowledge of how others view their style, the Sales Manager will be able to improve how they lead and influence their sales reps, peers and colleagues.
COMPASS: Tools and Process Assessment
COMPASS provides a way for Sales Managers to measure the use and implementation of the proper sales programs, management processes, and tools that can lead to greater productivity. It provides an indepth look into a sales department’s strengths, opportunity areas, and gaps in the 6 Pillars of Sales Productivity Management Model. NOTE: This assessment will evolve as new technology tools and programs are brought to market and proven to drive greater sales performance.
Self-Directed Learning
Resource Library
Our Resource Library is a robust online library that contains white papers, research articles, best practice documents, PPT decks, and recordings of past webinars for on demand learning. Search by topic, author, research type, or keywords to locate answers to your questions fast.
Sales Coaching Newsletter
Our Sales Coaching Newsletter is emailed 6X/month. It is a compilation of the very best white papers, best practices, and research documents on the topics of sales coaching and the 6 Pillars of Sales Productivity. Download the current issue and subscribe if interested!
Sales Coaching Insider
A weekly email to our members to make them aware of the latest additions to the Resource Library, that week’s posts to our Sales Coaching Blog, updates to our education events calendar, new members to the community, and notification of the questions being asked in the members-only Peer Network Discussion Board.
Collaborative Learning Forums (CLF)
CLAs are open forums for spirited debates around a specific management challenge. They provide a unique opportunity for members to share best practices and learn from each other.
Private Professional Social Networking Site for Members
The EcSELL Institute Peer Network allows our members to connect with each other, ask questions, share challenges, and weigh in on emerging sales issues in a private, trusting environment.
Formal Instruction
Sales Coaching Summit
The Sales Coaching Summit is held in the spring and fall. VP Sales and their sales management teams, from across traditional industry silos, gather to learn sales coaching and leadership techniques from industry experts, discuss the challenges associated with this profession, and share best practices. It is the best place to meet fellow members. It will show you precisely how, through improved coaching and leadership, you can motivate and create sustain discretionary effort from your sales team, leading to increased sales performance
Sales Management Academy
The Sales Management Academy focuses on the fundamentals of sales management. Help your sales producers get to the next level of sales performance by understanding the critical disciplines every sales manager must perform and improve upon. Whether you are a new sales manager or one more tenured who simply desires to sharpen your skills, the Sales Management Academy will provide specific focus and help you manage your team with purposeful intention.
Sales Management Webinars
Held monthly over the lunch hour, Sales Management Webinar topic experts dig a mile deep into one of the 6 Pillars. Instruction includes sharing cutting-edge research, outlining practical solutions, demonstrating new technology, and best practices.
1:1 Executive Development Sessions
Kick Off Call
Within 30 days of becoming a member of the EcSELL Institute community, we hold a formal kick off call with the Senior Executive Sales Manager to understand the development goals you have set for your team. We collaborate on designing an appropriate program that will help your Sales Managers realize their full potential as sales coaches, leaders, and managers.
Team Training Call
It is critical that your entire sales management team is engaged and aligned with the professional development strategy, which was laid out during the kick off call. A training call is held with the Senior Executive Sales Manager and the entire sales management team. We provide an overview of the features and benefits of belonging to the EcSELL Institute community, including a demonstration of the resources that are available to them. Most importantly, this training session gives you, the Senior Executive Sales Manager, the opportunity to set expectations and motivate everyone to embrace their development journey.
Monthly Tracking Calls
Monthly tracking calls are held with the Senior Executive Sales Manager. These calls are designed to review your progress, counsel you on development strategies, share new programs and best practices utilized by other EcSELL Institute members, and most importantly, listen to and address your unique needs. We help you help your team become self-directed learners and stay on track with the professional development strategy outlined during the kick-off call.
Quarterly Sales Leadership Calls
To ensure your development journey continues to progress, we schedule quarterly calls with your sales management team. The focus of the first Sales Leadership Call is to explain your annual assessment results. Each subsequent quarter we review the progress made against your development strategy, to ensure forward progress and make adjustments as needed.
