The Coaching Effect Blog

How to Succeed In the "New Normal" of Sales Management

Posted by Kristi Shoemaker

February 1, 2010







Don't miss this month's Sales Management Webinar!

Change the paradigm of today's selling environment. Learn how to help your sales reps increase pipeline close rate efficiency, reduce the cost of getting the sale, and maximize the overall productivity of your sales department.


"In the New Normal of Sales Management"

DATE: Friday, February 19, 2010
TIME: 1:00PM Eastern / 12:00PM Central / 10:00AM Pacific
DURATION: 60 Minutes
OVERVIEW: In the "New Normal", which is the reality of business today as a result of the recent "Great Recession", most sales organizations are experiencing longer sales cycles, decreasing pipeline close rates and smaller deals.

How big is this problem? Did you know that sales departments operate at a 15% pipeline close rate efficiency?

                         ∑ Sales Won____________________

          ∑ Sales Won + ∑ Sales Lost + ∑ Non-decision      = 15%

That means that sales, pre-sales, sales support, sales management and executive management put time and resources into something that 85% of the time isn't going to drive revenue in the given quarter!

Join us and learn how to change this paradigm. Learn how to increase sales productivity while at the same time, reducing the cost of getting the sale.

Our featured EcSELL Institute Partner and instructor will be: 

jeff koserJeff Koser, CEO/Founder - Selling to Zebras, LLC Jeff Koser is the founder of Selling to Zebras, LLC (, a sales tools and consulting firm established in 1999. Jeff is also an award winning author of Selling to Zebras, HOW TO CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY.

He offers more than thirty years of experience in speaking, consulting, executive sales management, business strategy, and business development, in various industries. His current consulting customers range from Global 2000 companies to pre-IPO companies aspiring to do a liquidity event. 

Using the Zebra sales methodology, chronicled in Selling to Zebras, Jeff has established a proven track record of successfully helping companies increase sales and reduce the cost of sales. Companies of all sizes from emerging to mature markets, in a variety of industries, have enjoyed Zebra initiated sales success.

Previously, Jeff served as Chief Operating Officer at Baan Supply Chain Solutions. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years. Prior to joining Baan, Jeff held various management and sales positions at companies such as NCR Corporation, MAI Basic Four, and Xerox Computer Services.

To register for the February 19 webinar please visit:

To review all of EcSELL Institute's 2009 online sales management training programs, visit:   Request a complimentary download of one sales management course from 2009. Details found on the Webinar Summary page.



Topics: Best Practice, sales management webinar, professional development for sales management, Sales Management

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