EcSELL Institute July 2010 Sales Management Webinar

HOW THE 10-STEP  MODEL CAN "PLUG" YOUR SALES PRODUCTIVITY LEAKS: 

Recommendations from the The Leaky Bucket Research

Join us for our upcoming webinar to find out if your team is "leaking" productivity today, and what you can do about it.  

The Leaky Bucket Research Report looks at the key SALES MANAGEMENT PRACTICES and details how sales departments, across the country are performing in each area.  The research will further explain how to "plug the leaks" using the 10 STEP SMART WAY MODEL in each of these key areas:

New-Customer Acquisition

Customer Retention

Qualifying Criteria

Account Development

Sales Support

Sales-Person Downtime

Use of Basic Sales Metrics

Use of Advanced Sales Metrics

Managing Non-Productive Sales People

Everybody wants their sales force to be successful.  But is "sales success" enough?  Is a "successful" sales force the same thing as a "productive" sales force?  Not necessarily. If your sales team invests their time and your money on chasing unqualified prospects, winning unprofitable customers or spending too much time on unproductive activities, they might be "successful" without being productive. 

Sales managers can have a dramatic impact on the productivity and success of their sales teams when they apply some key concepts of performance management.  Don't struggle to improve sales results by motivation alone. 

Guide them to improve their productivity with:

-         Documented prospect profiles that rule OUT the deals and accounts that are DOA - dead on arrival - and rule IN prospects with the highest potential for lifetime customer value;

-        Use sales stage definitions and performance data to SHORTEN Sales Cycle Times and optimize use of scarce, precious sales-support resources;

 -        And doing it all in Less Time and Lower Costs to the business

Ellen Bristol, President, Bristol Strategy Group 

Ellen Bristol founded the Bristol Strategy Group, the Miami-based sales consulting firm, in 1995, after a 27-year sales career in the mainframe computer industry. She is the developer of the firm's flagship methodology for sales-force productivity Selling the SMART Way® as well as the nonprofit version Fundraising the SMART Way®. Ellen had a personal mission to improve sales-force productivity by integrating process management disciplines into the sales function.  She has become a thought leader in this area, having published many articles for regional, national and global publications.  Bristol Strategy Group is a strategic partner of The EcSell Institute.  Ellen is also a member of Leadership Broward, Greater Miami Chamber of Commerce, South Florida Technology Alliance, the Strategic Account Management Association and the Association for Psychological Type.   Learn more about Ellen, Bristol Strategy Group and the SMART Way® methods and tools at http://www.bristolstrategygroup.com/.

Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.