“The only thing that gives an organization a competitive edge—the only thing that is sustainable—is what it knows, how it uses what it knows, and how fast it can know something new!" --Prusak
The sales management role is the most challenging within any organization. The demands and expectations on your time are unmatched; the need for you to be a product and industry expert is a given, you must implicitly understand the needs of your employees, customers, and market, grow sales every year, and much more.
Having said that, bottom line is this: You still get paid to hit a number!
As a former Senior Vice President of Business Development, I empathize with your role and the constant need to be growing sales. The questions you must ask yourself…
- Are you aware of all the items that impact sales team performance?
- Do you have a strategy to continually grow the skills of those on your team in the areas that are proven to drive results?
- Do you focus only on management best practices and not leadership or coaching?
- Do you focus too much on coaching and not enough on disciplined management?
- Are you aware of the Sales Coaching Formula and 6 Pillar Sales Management Model?
“In our organization, when someone stops developing they’ve put their career on hold.”
Ken Eiken, EcSELL Institute Member
The EcSELL Institute is your development and performance partner. We are not a consulting group that shows up, stirs the pot with a few best practices and strong speeches, and then walks out the door. Our team works with your team—your entire sales management team—in perpetuity. EcSELL Institute’s approach rests on the knowledge that development and performance improvement should never cease, and as a result nor does our relationship with our members. To stop growing the skills that are proven to drive performance of teams would sabotage your team’s ability to hit the number.
How we do the above is too detailed to cover in this note, but rest assured it is based on research, best practices, and a result of having access to the best sales management minds in the world—our member organizations.
Don’t allow your team to walk the professional improvement journey alone. Join the EcSELL Institute community, a community that understands your needs and provides you with unparalleled growth opportunities.
It would be an honor to have you and your team on board.
President, EcSELL Institute