Sales Coaching Blog

Science of Selling

Posted by Kristi Shoemaker

February 25, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

Yesterday, our founder and president, Bill Eckstrom, was the featured guest on the internet radio show MEET THE SALES EXPERTS, hosted by Dave Kurlan, and sponsored by Objective Management Group

Dave and Bill talked about the important role science has on the selling process.  Bill shared that sales leadership and coaching are the critical skills a sales manager must have to be effective. However, being able to effectively manage the 6 Pillars of Productivity is equally essential in increasing performance.  The 6 Pillars of Productivity are the areas that a sales manager has direct control and influence.  Bill stressed that there must be a balance between all 6 Pillars. If you do just one or two well, and are weak in the other four, you will leave a lot on the table. 

There is ample research around each of the 6 Pillars, in a variety of places. (Finding it, without the assistance of an organization like the EcSELL Institute, can be challenging) Bill stressed the importance of using science-based information to guide decisions and help managers make the right adjustment in their approach.  Samples of some of this sales research can be found on the EcSELL Institute website in the Resource Library section.  EcSELL Institute members have full access to the complete library of sale research articles, case studies, sales management best practices, sales tools, and white papers.

I invite you to grab a cup of coffee and listen to the 60 minute discussion between Bill Eckstrom and Dave Kurlan. Understand how you can bring about change, with confidence, when it is based on science, not hunches.

Here is a link to the recording. scroll down to February 24 show and click on the stream link:

http://www.globaltalkradio.com/shows/meetthesalesexperts

 

What are your thoughts about the 6 Pillars of Productivity?

Where do you turn for sales management information and sales manager resources?

Topics: sales management research, sales management skills, 6 Pillars of Sales Productivity

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