The Coaching Effect Blog

The Coaching Effect Blog

    8 Best Practices of Sales Productivity

    by Kristi Shoemaker / December 7, 2009

    Want to know what three items Sales Managers from across the country believe would have the most significant impact on sales productivity?

    According to our Qrt 2 Sales Management Study research, here they are in rank order:

    1. Sales reps need to improve their selling skills

    2. The U.S. economy needs to improve

    3. Sales Managers need to become better leaders and managers.

    Bill Eckstrom, founder and president of EcSELL Institute provides the following best practice ideas:

    • Forget about the economy since it is out of our control, but recognize our subjective finding that most organizations have wimped out, they've crawled inside a shell. This leaves plenty of opportunity for your sales team to capture market share!
    • Make sure you had a well-planned, defined, measurable sales methodology.
    • Define the skills necessary to effectively execute against the sales method.
    • Hold, at a minimum, monthly education sessions with your sales reps, dedicated to improvement of the above stated skills. These would be in addition to product and industry training sessions you may currently hold. Clearly, sales reps and sales managers need to have an implicit understanding of product and market, but if one can't be effective at execution of the method, only half of the success equation is being met.
    • Develop (or use an EcSELL Institute best practice document from the Resource Library) an accountability form, with a rating system, that Sales Managers can use to evaluate their sales reps' effectiveness (skills). With this document, skill progress can be measured.
    • Define the skills necessary for field Sales Manager to effectively coach sales reps. Our upcoming Sales Management Summit is focused on coaching.
    • Senior Sales Managers need to develop (or again turn to the EcSELL Resource Library) a document that lists the skill sets field Sales Managers need to execute against in order for them to be better coaches of sales reps.
    • Hold, at minimum, monthly sessions dedicated to improvement of the above stated sales management coaching skills. Part of every Sales Manager's role is to recognize team shortcomings and put plans into place to drive more sales revenue.

    The EcSELL team is presenting you with some research that, if applicable, should have actionable solutions in place. What do you do if it's not applicable? Since 95% of Sales Managers believe your sales team can produce at higher levels, have you identified what is holding back your team and put into place your own action plans?

    Great Sales Managers don't need a departmental initiative to recognize what they need to change in order to drive greater results. They just make it happen.

    As for improving the leadership and management skills of your team, start by executing the above best practices.

    Great sales management tips by EcSELL Institute's founder and president, Bill Eckstrom.  Feel free to leave your own question or comment!

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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