Sales Manager Responsibilities include Management, Leadership and the Catalytic Factor

At  EcSELL Institute, we believe that the profession of a Sales Manager must move from a traditional sales management model to a sales coaching model. The role of the true Sales Coach comprises all the skills, traits, tools, and processes necessary to drive greater team performance. Coaching is not just an activity, but also your strategic role. Coaching is not merely a component of the job; coaching is the job, and every successful sales team needs coaching in order to realize its full potential.  

Each element of the Sales Performance Equation™ is essential in coaching a team to achieving the pinnacle of performance.  They build upon one another and are interdependent in terms of producing desired outcomes.  To perform at the highest level, one cannot merely be great manager, who drives processes but never captures the hearts of employees.  Likewise, even the best leaders who can effectively collaborate with those on their teams, but can never push them into the high growth mode of complexity, will not be able to maximize results.  It is only when sales coaches are able to effectively manage processes, lead collaboratively, and coach their teams into complexity that they will truly be able to enter the high performance zone.  And after all, isn’t performance what it is all about?

We explain through our Sales Performance Equation(TM)

As with any model established through the EcSELL Institute, the end result must always be increased performance. Our Sales Performance Equation explains your role as a Sales Coach.