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.
Leading and coaching a sales team is uniquely different from coaching any other department. 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 leadership development. These benefits include improved financial performance, higher levels of sales rep engagement and retention, and a greater ability to adapt to transformational business change. (Source: Bersin & Associates, Leadership Development Factbook 2009)
OVERVIEW:
The EcSELL Institute Sales Management Summit focuses on the critical aspects of sales leadership and coaching. The Summit begins with a broad perspective of the sales management profession. An industry expert will share his views on its future evolution. We then look at specific examples of qualities that make a coach extraordinary. Next we examine which characteristics and talents make a good sales leader versus a coach. Each attendee will have the opportunity to examine his/her own unique strengths and weaknesses in each area using a research validated assessment tool.
Learning from each other is one of the most powerful experiences the EcSELL Institute Summit offers. In the afternoon, attendees will separate into two groups, with one focusing on coaching coaches and the other one focusing on coaching sales reps. Each peer group will share best practices, insights, and experiences on the unique challenges of the sales management role. A friendly cocktail party kicks off the evening events. Groups of eight to ten people will have the option to dine at a variety of local restaurants to discuss topics relating to sales management. These Dinner Discussion Groups are an excellent way to build a professional network of friends while learning continues in a more casual setting.
The following day, attendees are presented a powerful tool that can be used to capture all of the ideas presented during the Summit, and then individual action plans are developed that will drive performance improvement and sales results.