The Coaching Effect Blog

The Coaching Effect Blog

    Archimedes and Today’s Sales Leader

    by Bill Eckstrom / August 12, 2010

    Archimedes and Today’s Sales Leader

    Posted by Ken Eiken, Advisory Council Member of the EcSell Institute

    "Give me a lever long enough and a place to stand, and I will move the world."                                                                                                 - Archimedes 230 BC.

    Archimedes Lever

    Archimedes is describing a basic tool that is used everywhere; the lever.  He proved mathematically that with a lever long enough, ANYONE can move the world.   

    For me, what Archimedes demonstrates is that tools amplify the strength of a single person to do incredible things!  Each of us uses tools to do our jobs better.  For example, I am typing this article on my computer which is correcting my spelling and grammatical errors while I write!  

    Now, when we talk about "sales tools", what generally comes to mind are things that we buy or create to improve an individual's sales performance.  Sales playbooks, customer "leave behinds" and CRM system are sales tools designed to amplify the results of a sales person.

    However, there is another category of sales tool which we as sales leaders tend not to employ as effectively: coaching to develop members of our teams.  There are a number of tools in this "sales coaching category":

    • Annual Performance Goals

    • Regular One-on-Ones

    • Customer Visit "Ride ALongs"

    • Role PLaying Exercises

    • Annual Performance Reviews

    The names you use for these events may vary from what I've written here, and you may have other methods to develop your people.  If so, I'd love to hear about them!

    My intention is to spend some time over the next few weeks facilitating discussion on how to execute these various sales coaching tools.  I hope this will become a dialogue among all of us sales leaders.  By working together we can raise the performance of all of our sales teams.

    Remember, if nobody moves the lever, nothing happens! That said, a perfect way to learn more about these sales coaching tools is at the upcoming 6 Pillar Workshop titled "Mastering and Managing the 6 Pillars Of Productivity" on October 13 in Memphis, TN. This is an intense workshop to learn about the six key areas that all Sales Managers must master, control, and influence. The day will be packed with cutting-edge best practices and proven stragegies and solutions around these six areas:

    - Talent Identification and Acquistion

    - Sales Methodology and Skills Development

    - Professional Development

    - Sales Analytics and Performance Tracking

    - Sales Compensation, Recogntion, and Rewards

    - Sales Planning

    I am going to be there, so should you!

    Your fellow student of leadership - Ken

    Tags: New to Leadership Professional Development Ideas

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    Bill Eckstrom

    Bill Eckstrom

    William Eckstrom is the CEO and Founder of the EcSell Institute. Bill has spent his entire career in the sales management and leadership arena. In 2008, he founded the EcSell Institute to fill a void he witnessed and personally experienced in the sales leadership profession. He's went on to present a viral TEDx Talk and co-authored the best-selling book, "The Coaching Effect."

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