Posted on Mon, Oct 18, 2010
6 Pillars of Sales Productivity Workshop update.
Attendees of EcSELL Institute's Summit received a complimentary copy of the business book titled
Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
The book is written by Jeff Koser and Chad Koser. Jeff and his company Selling To Zebras, LLC is one of EcSELL Institute's Pillar Partners and has been a featured instructor at our monthly Sales Management Webinar series.
Here is a brief overview of the book:
Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that 
salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need Selling to Zebras.
The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time.
The Zebra method of selling will:
- Increase close rates
- Shorten sales cycles
- Increase average deal size
- Reduce discounting and increase margins
- Make better use of scarce resources
- Make customers happy, creating a stable of great references
Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customize to make the Zebra way the best way for their companies to do business.
What is your favorite business book?
EcSELL Institute www.ecsellinstitute.com
Posted on Fri, Oct 15, 2010
Here are some valuable learnings from the EcSELL Institute Sales Leadership and Coaching Strategies Summit.
1. Sales Managers should spend their coaching time/effort at the front-end part of the sales cycle - the needs analysis stage - versus the end of the sales cycle - the closing call.
2. If you think your pipeline is leaking all over your bottomline, you need to call the sales management plumber - Take the Leaky Bucket Survey and find our how and where to plug the leaks!
3. Ask your Sales Reps "What are you being measured on?" and then ask your Sales Managers the same question. You might be surprised that the answers are different.
4. Ask yourself this question. "Are you teaching or are you coaching?" Do you understand the difference? Coach don't tell!
5. Sales people thrive when they are invited to collaborate on reviewing performance. Bring the team together and look at that month's sales results on a global level. Ask the team, "Where are the bottle necks? Who has success here? Ask them to share what is working for them with the group." You will be pleasantly surprised on how engaged your sales team will be!
6. Remember everyone is loyal to their best interests. When communicating objectives, comp plans, documenting requirements, etc. Be sure to frame it from their perspective and show them how it will help them!
7. You take the time to understand the unique characteristics of your children - do the same with your sales reps.
8. Don't forget to coach and lead your sales managers.
9. Watch what your sales reps do with their discretionary time. This often signals great performers versus good performers.
10. Make sure you consider personal goals, not just professional goals when putting together development plans.
11. Include an innovation component in your sales plans. This fosters creativity.
12. I can improve on my weaknesses, but it is a lot smarter to focus on my strengths.
13. You can't coach a sales call that you made.
15. In long sales cycles focus on the "little c's". A "big C" is the CLOSED SALE. The little c's are things like scheduling the next meeting with an agreed upon agenda, getting to the next level of decision maker etc.
16. To help your sales reps be better closers, spend more time training them on the opening.
17. Structure frees people up to say important things. Give them a safe platform to share their thoughts and ideas with you.
EcSELL Institute www.ecsellinstitute.com
Posted on Fri, Oct 15, 2010
Sales Leadership and Coaching Strategies Summit Update!
This is some fun information. Below is a profile of the type of organizations that are in attendance at the EcSELL Institute Fall Summit! All attendees are Sales Managers and several are VP Sales or Sr. VP Sales.
It is an amazing group of individuals who are not afraid to ask questions, challenge ideas, and share best practices. I have found that the people who have joined us are progressive, self aware, and change agents. They attended because they are looking to give their company the edge. We are honored that they trust EcSELL Institute to help support their organizational transition.
If you aren't here.... bummer. Be sure to come to the Spring 2010 Summit on April 7-8 in Scottsdale, AZ. Send a direct email if you want to pre-register to: kshoemaker@ecsellinstitute.com
| Total Company Revenue |
|
|
| |
11.5% |
|
Less than $25 M |
| |
11.5% |
|
$25M-$50M |
| |
4.6% |
|
$50M-$100M |
| |
3.8% |
|
$100M-$500M |
| |
7.6% |
|
$500M-$1B |
| |
4.5% |
|
Over $1B |
|
| |
|
|
|
|
| Number of Sales Producers |
|
|
| |
4 |
|
Less than 10 |
| |
9 |
|
10 50 |
|
| |
4 |
|
50-100 |
|
| |
4 |
|
100-250 |
|
| |
2 |
|
More than 250 |
| |
|
|
|
|
| Total number of associates in sales management roles |
| |
7 |
|
Less than 5 |
| |
3 |
|
5--10 |
|
| |
11 |
|
10--25 |
|
| |
2 |
|
25-50 |
|
| |
1 |
|
More than 50 |
| Brief Description of your company |
|
|
The 11th largest accounting and consulting firm in the nation with 21 locations in Washington, Oregon, California, Arizona and New Mexico.
|
|
The nation’s most trusted provider of commercial real estate market information and analysis.
|
|
The world's leading provider of tensioned fabric branding solutions and display systems for the Tradeshow, Retail, and Events markets.
|
|
The leading centrifugal, sand and investment casting technology company. We are a single source to solve customer's metal problems.
|
| Provide Sales Skills Training and Technology Services for CRM Software Solutions |
|
Manufacturer of premium stainless steel, carbon and alloy tubing for the power generation, aerospace, transportation and fluid power industries.
We're an 86 year-old, 5th generation family-owned business.
|
|
Manufacturer of transportation related parts and equipment.
|
|
We provide construction management, general contracting, preconstruction, design/build, and program management services. With a construction volume of approximately $600 million and managed work in excess of $300 million annually, we provides services to healthcare, commercial, hospitality, institutional, and industrial clients.
|
| Provider of Critical Information and Insight to several key industries including Energy, Economics, Sustainability, Supply Chain Mgmt, and Geopolitical risk. |
|
We are a nationwide asset based provider of Pallet management Services
|
|
Pharmcaeutical Packaging and delivery systems
|
|
Sales Skill Training and Technology Services for CRM Software Solutions
|
|
Global provider of insight and critical information within Energy, Product Life Cycle, Environmental, and Health and Safety domains.
|
|
Material Handling Services, Pallet Programs. Logistics
|
| |
|
|
Our company helps its customers optimize their software development processes enabling them to develop higher quality software faster and with fewer resources.
|
|
Pioneer of Air chilled chiken in the USA. The product is also antibiotic free and fed a vegetarian diet, we also have an organic line. The product is distributed across the United States
|
| Distributor selling to Complexed manufacturing, Military and Automotive. |
|
Dedicated to providing un-complicated insurance and non-insurance solutions to help people protect themselves from unforeseen health-related risks and expenses. Our guiding business philosophy is focused on delivering “easi”: expertise, accessibility, simplicity and innovation – both to our business partners and to consumers.
|
EcSELL Institute www.ecsellinstitute.com
Posted on Fri, Oct 15, 2010
Will Kloefkorn of EcSELL Institute kicked off the Summit on Friday morning with a powerful and emotional story about an old boss who, through a lack of coaching and caring, turned him from a very engaged employee to someone who was checked it. The story demonstrated the importance of a Sales Manager's impact on a sales rep life. Don't kid yourself. They trust you to help them grow. They need you to show you care. 
Will talked about time and the fact that it never stops moving forward. How are you using your time? Is it for good or bad? Are you building or tearing down? Are you focused inward or outward?
Creating a culture within your sales department that is healthy and strong starts with you. The personality of your sales organization is a reflection of you. Are you positive or negative? Do you take accountability or blame? Do you respect or demean? Own the culture you want to build. Be the the person you want others to be.
People want to be heard. Are you listening?
People want to be seen. Are you watching?
People want friends. Are you available?
Take it upon yourself to get involved and results will follow.
Never forget how important you are!
EcSELL Institute www.ecsellinstitute.com
Posted on Thu, Oct 14, 2010
Summary of Summit Session: "Collaborative Leadership: What Successful Leadership Shows Us"
Presented by Summit Instructor: Susan Hirt, PhD and Chair, European Business Development for Talent Plus 
Susan Hirt explained that it is possible to measure the intensity of leadership characteristics to understand differences in style among leaders, including their predisposition to collaboration. When hiring a new sales manager, it is critical to look for the personality characteristics that indicate an ability to develop relationships, influence others, and lead with impact.
Here are some highlights of her presentation.
TalentPlus Growth Formula
(Talent + Fit) x Investment = Growth
TALENT
A natural ability not acquired through effort. Training refines talent but does not create it. You need to hire people as they are, if you get a change, it's a bonus. Talent is the foundation for success in a job.
FIT
Fit is putting each person in a situation where their natural talents are the ones needed for success. Fit is right when your spontaneous behavior happens to be what leads to success in a job.
Elements of FIT
- Role/Postion
- Manager/ Team
- Organization
- Location
- Pay/Benefits/Environment
- Career Needs
INVESTMENT
Investment is individualized development of another person. It is maximized by understanding what drives an individual based on theme strength.
Elements of Investment:
- Support and Equipment
- Relationships
- Communication
- Recognition and Rewards
- Performance Planning
- Training and Development
- Career Pathing
Six actions to master the talent game:
1. Establish the “gold standard” for talent.
2. Get actively involved in people decisions deep within the organization.
3. Drive a simple, probing talent review process.
4. Instill a talent mindset in all managers throughout the organization.
5. Invest real money in talent.
6. Hold self and their managers accountable for the strength of the talent pools they build.
Talent Plus is an EcSELL Institute Pillar Partner. Talent Plus believes every person has talent. Talent’s expression is dependent upon the opportunity to express it.
It is the goal of Talent Plus to help its clients and their employees to express this talent to the mutual benefit of the individual and organization
EcSELL Institute www.ecsellinstitute.com
Posted on Thu, Oct 14, 2010
Summit Session: "Five Secrets to Creating and Coaching a Superstar Sales Force"
Summit Instructor: Lisa Earle McLeod, President, McLeod & More, Inc. 
Lisa revealed what America's top performing sales organizations do differently. There are five critical mindset that differentiate the simply stellar sales team from the merely competent.
Here are the highlights of Lisa's session!
5 signs your sales force might be just average.
1. You want your salespeople to focus on
customer goals and challenges. BUT their internal thought track is focused on their own products and services.
2. You train your salespeople to ask questions and get customers engaged. BUT when they get in front of a buyer, they’re so afraid of the unknown, they often fall back into a pitch.
3. Your solutions provide meaningful value that extends beyond your basic offering. BUT your sales force struggles to connect the dots, often leading with non-relevant features and benefits.
4. Your goal is to create long-term partnerships and show customers that you care about their success. BUT buyers often perceive you as just another vendor.
5. You want salespeople who are passionate, engaged, and love what they do. BUT you suspect that many of your people are just
going through the motions.
WHAT CAN A SALES MANAGER DO ABOUT IT?
Research based on over 10,000 hours of observing sales people from across all industries in the USA and abroad showed some interesting results.
It's not just what a superstar sales person does, it is how they THINK that makes the real difference in success.
GOOD Sales people are:
- Company focused
- Have a plan
- Know products
- Want to be successful
- Like their job
GREAT Sales people are:
- Company AND customer focused
- Plan AND are flexible
- Think customer first, then product
- Create success for everyone
- Love their jobs!
The 5 Mindsets of Superstar Sales People
I. Hold two agendas in their mind at the same time
II. Sit with uncertainty
III. Brains work backwards
IV. Define success differently
V. Show up with love
McLeod & More, Inc. is a core group of highly skilled consultants, coaches and facilitators dedicated to one simple mission: We change the way people think. We specialize in helping organizations increase sales, improve customer retention, increase employee engagement and escalate project speed.
EcSELL Institute www.ecsellinstitute.com
Posted on Thu, Oct 14, 2010
Lisa Earle McLeod led the Summit attendees in an exercise that demonstrated the power of love. When you get your brain on love you become smarter and more powerful.
Your thoughts create your emotions, which drive your actions, which creates your circumstances.
Summit attendees were slit into pairs. One person was asked to hold his hands out with palms facing in. The second person was directed to try and push the palms together. Nobody could do it. Lisa then direct the second person to think about a place of love and happiness. The room was quite as they centered and transported themselves and their minds. When asked to do the same exercise, the second person was able to push the palms together. Try this yourself!
You need to change the way your sales reps approach their customers from "closing the deal" to "love". Your customers respond to YOUR thoughts and emotions so make sure they are positive.
10 Second Game Changer!
If you have your sales reps do this before each sales call, their success rate will increase.
1. Breath
2. Think
- Embrace their own agenda AND their customer's agenda
- Sit and prepared for uncertainty. Go in with a plan. Have flexibility.
4. Feel
Remember you are important to your sales reps. Embrace your role and realize the positive impact you have on your team everyday.
Get your sales reps to think and feel differently about their customers. It will change the way the show up to the meeting. They will be more open, have more clarity of thought, and be able to respond positively to whatever takes place during the sales call.
Remember "no" rarely means "never". If you go into a situation with love, you will probably be invited back.
What do you do before every sales call to prepare yourself?
EcSELL Institute www.ecsellinstitute.com
Posted on Thu, Oct 14, 2010
Bill Eckstrom, the president and founder of EcSELL Institute kicked off the Sales Leadership and Coaching Strategies Summit with a powerful statement.
"Unless you accept 100% accountability for the performance of your sales reps and realize that it is your leadership, coaching, and management acumen that determines their success, you will never maximize your success." 
Research proves that Sales Managers are the essential component to driving results and meeting goals. Here are some facts:
- Firms in the top quartile in respect to training investments have higher median Total Stockholder Return (TSR) in the subsequent year than firms in the other three training quartiles.
- Organizations in the top half for training expenditure in one year have a mean TSR in the following year of 36.9%, while organization in the bottom half have a mean TSR of only 19.8%.
- Firms that spend more than average on training have TSRs that are 45% higher than market average, and 86% higher than firm that spend less on than average.
- The model estimates that each dollar invested in training leads to a $33.57 benefit to them.
So why aren't you doing more for yourself?
Excuses.... time, too busy, have to get everyone on board before I do anything.. BAH!
Your impact is staggering. A poor performing sales rep can cost a company $1-2 million in lost sales. A poor performing SALES MANAGER can cost a company $10-20 MILLION!
Our established members, met with the same time constraints as other sales executives, no longer accept these excuses. When you actualize the epiphany you will make the time, you will protect the time, and you will provide the necessary resources to enhance the time, because the ROI is too significant to ignore.
Responding to this epiphany may require a cultural shift for your sales department that could necessitate a span of time, but it is one that can be accelerated with a defined vision, authentic commitment, and a purposeful plan.
Initially, don’t wait to have everyone on board. There may be those who don’t get it, but do your best to educate your management team as to why you are committing resources to their development. Allow your colleagues the same insights you had at the moment of your epiphany, so they may have the same opportunity for discovery. Remember that your team will best support what they help create, but be sure to articulate that doing nothing is not an option. Don’t slow the momentum of those who do get it or are searching to get it.
The epiphany can occur and reoccur at any point if we place ourselves on the path of discovery and improvement. It is my goal that, in response to this epiphany, as sales leaders we arepersistently utilizing frontline research and collaborative expertise to benefit our sales teams, better guaranteeing professional growth and gains relative to the complex needs of the sales management community.
Watch this 3 minute video titled "Are You Ready?" for even more powerful statistics on the impact of sales management! It will change the way you view the importance of your role....
What do you think the most important role of a Sales Manager? What is the #1 thing every Sales Manager must do great?
EcSELL Institute www.ecsellinstitute.com
Posted on Wed, Oct 13, 2010
The attendees of the EcSELL Institute 6 Pillars of Sales Productivity Workshop were great! A lot of interaction. Powerful questions. Valuable best practice sharing.
Thank you to all the 6 Pillars of Sales Productivity Workshop attendees for allowing us to be your guide on your professional development journey.
EcSELL Institute www.ecsellinstitute.com
Posted on Wed, Oct 13, 2010
In wrapping up the EcSELL Institute 6 Pillars of Sales Productivity Workshop, Bill Eckstrom asked the group "What were the key take-aways from today's workshop?"
- Everyday is game day.
- Never stop developing - myself and my team
- Recognize the return on effort on sales effort. Make sure you have the systems and tools in place to measure it.
- What you evaluate and measure they will do.
- None of what a Sales Manager does is easy. Always strive to do my job better.
- There is no start and stop to professional development. The second you stop learning, you will fall and the competition will catch you.
- Look at your data. Bad data is useless. Slim it down.
- Compensation is not the answer to every activity. It is a strategic, dynamic tool. Make sure it is driving the RIGHT behavior.
- Raise the bar on the sales planning process and you will see rewards.
- Take into account all six Pillars of Sales Productivity when creating a sales plan.
EcSELL Institute www.ecsellinstitute.com
