In 2003, Bill Eckstrom was Senior Vice President of Business Development for a publicly traded healthcare company. They had just completed an extensive sales methodology training program, and though sales were increasing he still didn’t feel as though the team was hitting on all cylinders. After much investigation Bill understood the performance gap was not in how they were selling, but how they were “coaching sales." This discovery and resulting lack of resources spawned the idea for the EcSell Institute.
Sales leaders have a clear purpose—hit and exceed the sales goal!
Research continually proves that the performance of a team is a reflection of how that team is coached, yet there is little understanding of what sales leader coaching activities, tools and behaviors most move the performance needle. Sales leaders want to help their teams grow, but most sales departments don’t employ a coaching methodology or a management process that can be tracked and measured for effectiveness. Coaching and management is not a soft skill, but one that when properly executed and measured, produces hard metrics and performance improvement information. No longer do senior sales leaders have to “hope” their management team is doing all the activities that most impact sales.
EcSell provides growth solutions to sales departments by focusing on and working only with sales leaders, not sales producers. All EcSell programming is developed as a result of our extensive and on-going performance research from sales departments throughout the world. Solutions are tailored to the specific needs of each organizational member, and delivered to them in a variety of mediums:
To maximize sales performance and ensure results, EcSell utilizes a proven, disciplined approach in working with our members:
- Educate and Train
- Implementation & Accountability
- Track and Analyze
It is this program delivery best practice that consistently allows EcSell Institute members to exceed their growth targets.
Investing on sales management education will have huge results. Contact us to take the next step to grow sales and productivity.