The Coaching Effect Blog

The Coaching Effect Blog

    EcSELL Institute Announces 2010 Educational Agenda

    by Kristi Shoemaker / January 22, 2010
    Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute 

    Bill Eckstrom, founder and president of the EcSELL Institute, has announced the organization's educational agenda for 2010.  All offerings are geared to the sales management level of sales including CSOs, VP Sales, Field Sales Managers, and Regional Sales Directors. True to its mission, all learnings presented by the EcSELL Institute are research-based and proven to work.  No theories or personal hunches, only best practices that increase the productivity of a sales department and help sales managers become better leaders and coaches.

    The announcement details the Sales Management Summit to be held April 8-9, 2010 in Dallas, TX.  The focus of the conference is Sales Leadership and Coaching Strategies.  Instructors include Gerhard Gschwandtner, publisher of Selling Power magazine.  He will offer an insightful look at the sales management industry's evolution and the changes for which sales managers need to prepare.  Terry Pettit, Director of Leadership Academies at CSU and national championship volleyball coach at University of NE, will share the patterns of exceptional coaches and leaders through the unique lens of a championship coach.  Patrick Sweeney, President of Caliper Corp. and renowned author, will help attendees understand the distinct differences between sales leaders and coaches, and identify how to improve skills within each role.  Carl Binder, Senior Partner of Binder Riha Associates, will introduce a performance development strategy that provides a way of understanding and improving sales people and sales managers, resulting in a personal action plan for each attendee.  The agenda also includes two breakout session tracks, one for those who coach sales managers and the other for those who coach sales producers.

    Every other month, EcSELL Institute publishes a Sales Management Newsletter that includes research, proven best practices, case studies, and management tips with the goal of keeping subscribers abreast of the latest strategies, technologies, and trends.  Each issue centers on developing the 6 Pillars of Productivity, and/or sales leadership and coaching. Download a sample CLICK HERE. This year the Newsletter will examine the following topics:

    January - sales talent identification and acquisition,

    March - sales leadership and coaching,

    May - sales methodology and skills development,

    July - sales management career development,

    September - sales planning,

    November - sales compensation, rewards and recognition.


    EcSELL Institute rolls out its monthly webinar series Drivers that Maximize Productivity of Sales on January 25.  The kick-off webinar will be "How Not to Screw Up Your Sales Hiring in 2010".  It features Dave Kurlan of Objective Management Group.  The February webinar will spotlight "The New Normal in Sales Management".  Jeff Koser, founder and CEO of Selling to Zebras, LLC, will discuss how Sales Managers can help sales reps increase pipeline close rate efficiency, reduce the cost of getting the sale, and maximize the overall productivity of a sales department.  The quarter will wrap up with an in-depth look at EcSELL Institute's most recent Sales Management Study.  Jaime Davis-Thomas, who heads EcSELL Institute's research department, will review the results of her team's latest research project that delves into "What Drives Productivity in Sales".

    The EcSELL Institute's educational platform is unique in its commitment to accelerating the sales manager's business acumen and developing exemplorary leadership and coaching skills.  The organization offers a professional development strategy that is streamlined, focused, and efficient.  Unlike a consultant that tells a person what to do, when to do it, and how to do it, the EcSELL Institute instead provides a 360 degree view within each Pillar and offers the wisdom of many, not just a single solution.  Resources are available in a variety of mediums to match different learning styles and preferences.  It is the belief of the EcSELL Institute community that the willingness to act on new ideas is the essential ingredient for current and future success.

    EcSELL Institute is comprised of a community of sales managers, all of who are committed to learning and improvement.  EcSELL Institute offers professional development specific to sales managers.  Through a strategic mix of fact-based content, events, and educational programs, EcSELL Institute empowers its members to make necessary adjustments to management in order to optimize the productivity of the sales department and create a highly motivated team that consistently exceeds goals.  Learn more about the EcSELL Institute at, or call 402-261-6948.

    Tags: Career Development Plans

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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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