Leadership Training and Development Opportunities, Sales Management Advice, Research Articles On Sales Coaching, and Cutting Edge Sales Business Management Topics!

Each edition of the EcSELL Institute Sales Coaching Newsletter is created with one goal – to provide information, specific to the sales management profession, that is useful, relevant, and timely. Sent six times a year, our electronic newsletter provides the latest research, sales strategies, best practices, and tools available to uphold the 6 Pillars of Sales Productivity Management Model and build your sales coaching and leadership acumen.

This edition includes the following research articles:

Transforming Your Sales Organization  

In turbulent times, it's not enough for organizations to focus merely on strategy and operations. In the face of change, it's equally crucial to invest in building a leadership culture that can rise to the challenge. When organizations align their leadership behaviors with their business strategy, performance accelerates.

Coaching for Better Results 

This sales research document outlines key findings about effective sales coaching, including the fact that coaching requires individualized strategies based on the employee's ability and motivation, employees do not always receive the coaching they want and need, and managers believe that they have considerable room for development in this critical leadership practice.   

Collaborative Leadership Template  

As shown in the "Transforming Your Organization" article, a culture of leadership can be created by encouraging collaboration at all levels.  This template helps you assess how effectively your team members are demonstrating collaborative leadership behaviors and provide suggestions for improvement.

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