April 17, 2013
August 16, 2012
In the spirit of always keeping up with new ways to continuously help our members grow, I’ve been investigating a plethora of new high tech, start-up, venture funded, industry experienced, revenue producing, can’t miss technologies for sales departments. Going through this exhausting and confusing exercise made me pause and reflect…
Why do organizations put so many resources against product development, but yet so few against talent development?
How much do sales teams spend on mobile phone bills and off-site meetings versus helping their sales leadership team become better coaches?
Why do people get promoted to management without an understanding of the activities and behaviors that drive results?
While most of the technologies I reviewed are likely worthy and can assist in providing information that can lead to better decisions, none of them are focused on improved coaching behaviors. For example, one can implement new technology that helps them understand and provide insights to cases in a sales pipeline. You can accurately see where sales are progressing and stalling. What one might learn is that deals are getting stuck at the decision making stage in a sales process, which may indicate that a rep may not have identified all the proper decision makers, which would also indicate the rep isn’t likely conducting the best needs analysis prior to getting to the proposal stage. The message to the sales manager… Go help your rep improve in those areas!
In the above scenario, is it a sales rep issue or a sales leadership issue? Great sales leaders would take full accountability and responsibility, for they understand the performance of anyone on their team is a reflection of how they coach those on their team. The challenge is that without the proper behaviors and tools, a sales manager won't likely know how to impact what was described in the previous paragraph. And, what our research shows is that most sales managers would respond by taking a more active role in the sales process, as opposed to effectively helping the rep improve in those identified areas.
So, data is insignificant without knowledge of how to affect those from whom the data is derived. Likewise, great coaches won’t know where and how to coach without accurate, meaningful data. (here is where I shamelessly plug our Sales Coaching Summit for those who want to improve the way they coach.)http://www.ecsellinstitute.com/sales-coaching-summit-fall-2012?&t=65280
Conclusion: Emphasize not just technology and data, but how to improve coaching behaviors that impact the numbers. Understand that improving and hence, growing sales, is a journey and not a destination. At no time would a sales leader ever think they’ve done all they can do from a technology stand point, and similarly one should never hit a point where they say “we’re done growing our coaching skills”.
Lastly, remember the timeless phrase “if you always do what you’ve always done, you’ll always get what you’ve always gotten”. Make sure there are resources and best practices dedicated to grow in technology and human behavior—not just one!
Topics: Sales Coaching Summit, executive sales management, Motivating Sales Team, Accountability Coaching, Leadership Development, poor performing sales reps, EcSELL Institute Member, sales coaching, Leadership & Management, Sales Management, sales management skills, sales leadership conference, Resources for sales managers
Topics: Sales manager training, collaborative leadership, Accountability Coaching, Sales Management Summit, professional development for sales management, sales leadership conference, professional development
February 14, 2010
Topics: New Leaders, Career Development, Engagement, Research, Sales Management Summit, sales coaching, professional development for sales management, Leadership & Management, Announcements, EcSELL Institute, Sales Management, sales management skills, coaching, sales leadership conference, professional development, sales management resources, sales management books, Strengths
February 1, 2010
Posted by Will Kloefkorn - Sales Manager at the EcSELL Institute.
Topics: Career Development, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, coaching, sales leadership conference, professional development
January 6, 2010
It was disheartening to hear as it all unraveled. A person who I've blogged about, oft used in my analogies for those in sales leadership, a role model for all who work to be the best at their respective trade-has really biffed.
Topics: Best Practice, New Leaders, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, Executives, Sales Management, sales management skills, coaching, sales leadership conference, professional development, Sales mgt summit, Strengths
December 30, 2009
Bill Benjamin is arguably one of the foremost thought leaders on leadership, coaching and emotional intelligence in N. America. His organization, the Institute for Health and Human Potential (IHHP) does amazing work for their clients throughout the world. EcSELL has worked with Bill and his partner, Dr. J.P. Pawliw-Fry, on several occasions and will continue to do so, for their work is based on science, best practice and is delivered with passion-they are not a bunch of fist pumpers with no substance to what they preach.
I mention the above to make a point about leadership and coaching. While Bill at IHHP is clearly educated and highly effective in the art, science and delivery of leadership and coaching, he is formally taking part in programs to enhance his personal skills as a leader and coach. Bill never seems to quench his thirst for learning, for he understands his team at IHHP, as well as their customers, will only learn and grow as much as his ability to lead and coach them. Poor leaders and coaches limit the development and productivity of their teams, while the antithesis is true of great leaders and coaches.
Topics: Best Practice, Research, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, Executives, Sales Management, sales management skills, coaching, sales leadership conference, professional development, sales management resources, Sales mgt summit, Strengths
December 28, 2009
We have released the details of our 2010 Sales Management Summit!
December 9, 2009
November 3, 2009
At EcSELL Institute, we believe sales compensation is one of the drivers of sales productivity. Many research studies have demonstrated the impact that a well-designed compensation and rewards program can have on the productivity of workers, including sales professionals.
Topics: compensation recognition rewards, Engagement, Leadership & Management, EcSELL Institute, Pillars, Sales Management, sales management skills, collaboration, Wisdom, sales leadership conference, Sales mgt summit