The truth is that no one will ever perform any better than they are expected to perform, held accountable to perform, led to perform, or coached to perform.
A Sales Manager, while ultimately responsible for the same results as his sales team, understands that his/her job is to achieve those results through other people. A Sales Manager must build people who will, in turn, build the business.
Sales leadership and coaching requires a complex set of capabilities that must be continuously improved. Technology has provided new tools, research is uncovering new information on what motivates and inspires, generational differences require new approaches, and the list goes on. Excellent Sales Managers are like athletes; they must continually work on their game.
Research has isolated clear and measurable business benefits through professional Sales Manager development. These benefits include improved financial performance, higher levels of sales rep engagement, increased retention rates, and a greater ability to adapt to transformational business change. (Source: Bersin & Associates, Leadership Development Factbook 2009) Research also shows that while 100% of those in a sales management role say they need to improve their leadership skills, coaching techniques, and management acumen, very few have any professional sales management development programming in place that allows them to do so. (Source: Sales Management Study, EcSELL Institute) The reason we hear far too often is "I'm too busy".
We understand.
EcSELL Institute provides an educational calendar that ensures you and your team will receive information and training on all 6 Pillars of Productivity every six months. Plus, we eliminate the need for you to spend valuable time searching for quality, research-based information that is proven to drive performance and increase productivity (we never show theories or personal hunches - EVER) and then push it out to our members several time every month. It is an effective and efficient collaborative learning program that helps Sales Managers stay aware of the latest business trends, sales strategies, cutting-edge technologies, and proven best practices related to sales leadership, sales coaching, and managing the 6 Pillars of Productivity. Read additional benefits of a membership.
The EcSELL Institute Sales Leadership and Coaching Strategies Summit and special pre-Summit workshop titled "Mastering and Managing the 6 Pillars of Productivity" are essential steps in keeping your leadership skills fresh and staying current.
The world is changing too fast to "do things the way we always have done them". You will get left in the dust.
Check out all of EcSELL Institute's professional Sales Manager development offerings, and then consider joining this exclusive community of sales leaders by becoming a member.
Still not convinced? Watch this video!
