June 2011 Sales Management Webinar

The NEW Sales Performance Equation.
Sales Management out. Sales Coaching in!

Introducing the NEW Sales Performance Equation(TM). If you understand it, you can grow within it and increase your sales team's performance. The formula, presented during this month's webinar, demonstrates how and why your current sales management philosophy and even your sales manager job description needs to change. We will offer break through research and a fresh way of approaching your profession. 

Because we believe this information is so important to hear, we are offering it
to non-members at no charge this month! 

Sales “Manager” is a limited role and does not account for all the drivers of sales productivity.  A Sales Coach is a strategic role that encompasses ALL the drivers of sales team performance: 

  • Management
  • Leadership
  • Coaching
  • What you will learn as the X Factor

Extraordinary Sales Coaches don’t view their role as only managing tools and processes, rather they know how to effectively work with and inspire individuals and teams to achieve exponential growth. Said another way, they understand how to obtain discretionary effort from those on their team. They understand how to help people realize their full potential! Learn how you can become extraordinary by attending this webinar.


describe the imageTo request a copy of this webinar

 

 

TOPIC:

"The NEW Sales Performance Model"
DATE: Monday, June 27, 2011
TIME: 1:00PM Eastern / 12:00PM Central / 10:00AM Pacific
DURATION: 60 Minutes
OVERVIEW

Our world, your employees, and how people interact has changed and as a result, your old sales management philosophy and even your job description must change in order to stay current. During this month's webinar, we will introduce the NEW Sales Performance Model and explain how it is impacting the sales management profession.

Research shows a Sales Manager's ability to effectively coach a team is what is needed to continuously improve sales team results.

At the EcSELL Institute, when we use the word “Coach” or “coaching”, we are not referring to the thousands of personal coaches you see advertised throughout the web, but the term Coach is referring to all the roles and responsibilities every Sales Manager has if they have a team reporting to them.

Let’s go one step further…  EcSELL also makes a distinction between coaching and extraordinary coaching.The latter, which we will cover in this webinar, is the ability to obtain discretionary effort from those on your team--effort that goes above and beyond what an ordinary coach is able to extract from their respective players. 

If you join us you will learn:

  • Based on break through research, discover a fresh way of approaching your profession with the NEW Sales Performance Model (TM).
  • Learn how sales management has evolved over time and how the sales manager's job description must change as a result of this evolution.
  • Discover the impact and need to evolve from a hierarchical authoritarian style of leadership to one that is distributed and collaborative.
  • Learn the difference between managing, leading, and coaching and how to apply each with more impact.
  • Learn how great coaches obtain discretionary effort, resulting in exponential growth.
PRESENTERS:

 

Bill Eckstrom - EcSell Institute 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.

 

coaching training and collaborative leadership expert Sarah WirthSarah Wirth
VP Member Services
EcSELL Institute

Sarah Wirth has over 12 years of experience in employee assessment, leadership coaching, and customer service. She began her career as a talent analyst for an international human resource firm, helping client organizations assess the fit of job candidates’ natural abilities with potential roles. In 2001, she began coaching leaders in organizations ranging from small not-for-profits to Fortune 500 companies. In 2006, Sarah was named chair of leadership consulting and, as a member of the senior operations team, she helped lead the organization to a 65% increase in revenues. In 2009, she joined a publicly-traded organization as the vice president of client service, increasing client contract retention by 36%.

Sarah also holds a J.D. from the University of Michigan Law School and is a member of the Nebraska Bar Association. She has served as a legal advisor for previous employers, specifically in the areas of contract, employment and intellectual property law.