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A Million+ Reasons to Hold Out for Talent
In order to increase sales efficiency, effectiveness and performance, this automotive client partnered with Talent Plus to develop a specific sales interview to identify potential top performers. Check out the results!

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MESSAGE FROM BILL ECKSTROM, PRESIDENT & CEO, THE ECSELL INSTITUTE

Bill Eckstrum

The Role of a Sales Manager

Those in sales management typically underachieve. Do you know how I know this? Research reveals that nearly 100% of sales executives believe the productivity of those in sales is a reflection of the leadership skills and management acumen of those in sales management. Yet, less than 10% have programming in place to affect those key skills.

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November 2008: EcSELL Institute Sales Executive Newsletter

WHAT ARE SALES MANAGERS DOING WITH THEIR TIME?

By Dave Kurlan, CEO Objective Management Group

Sales managers should be spending about 85% of their time on Accountability, Coaching, Motivation, Growth and Recruiting. We mined some of our never ending data to see what sales managers actually spend their time on.

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BEYOND SALES MANaGEMENT: EMOTIONAL INTELLIGENCE AND LEADERSHIP

By Danita Bye, President, Sales Growth Specialists

Sales leadership is more than management. It is the ability to inspire and motivate people to give their best. Technical and organizational skills are important for leaders, but the true test of a leader is his/her ability to drive emotions. Learn about the role of emotional intelligence in leaders.

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SALES MANAGEMENT FAST FACTS AND TIPS

READY FOR THE C-LEVEL?

Prepping today's leaders for top-level posts is job #1 for many organizations. Forbes lists succession planning and leadership training in emerging markets as two of the top five issues for C-level executives. The Conference Board reports that CEOs from global companies in 40 countries identify excellence in execution as their greatest concern.

As executives seek qualified replacements, skilled global leadership ability and proven results, executive education is likely to enjoy new attention and investment, reports the ASTD in the March 2008 issue of T&D magazine. To meet the demands to fill the leadership pipeline, organizations are:

  • Increasing corporate commitment to training and development.
  • Increasing demand for customization.
  • Increasing emphasis on collaboration and teamwork.
  • Increasing demand for modularity.
  • Increasing demand for application over theory.
  • Increasing demand for business acumen.

Source: "Educating the 'C' Class: Multiple Trends are Shaping Executive Education," T&D Magazine, March 2008).

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What are the key drivers for sales productivity success from the perspective of sales managers and executives? Submit your thoughts by taking this 3-minute survey

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