The Coaching Effect Blog

"5 Most Dangerous Issues Facing Sales Leaders Today"

Posted by Kristi Shoemaker

June 2, 2010

Posted by: Kristi Shoemaker, Marketing, EcSELL Institute

Our president, Bill Eckstrom, found a very powerful white paper titled "The 5 Most Dangerous Issues Facing Sales Leaders Today" written by Andy Miller of Think Training Inc. The paper outlines the five most common issues sales leaders need to avoid and reveals the secrets that have helped top-performing Sales Managers unleash the maximum talent of their sales teams.

Issue 1

A poorly defined sales process, which dilutes sales revenues.   

Issue 2

Lack of essential skills, which leads to below average performance and consequently, below average sales results.

Issue 3

Failing to focus salespeople's activity, which reduces efficiency and consequently reduces sales results. 

Issue 4

Allowing self-limiting beliefs to constrain salespeople's performance, which limits sales results.

Issue 5

Failing to choose and develop a sales leadership team that nurtures and develops their salesperson's potential, which decreases sales results.

Sales Managers who are not happy with the results they are achieving must make a change. Sales Managers that want to increase their sales results need to approach this solution by first looking at themselves. The age-old equation of cause and effect (for every reaction or consequence there is an action that caused it), points out a very important, scientifically proven principal -  the greatest lift in productivity and the strongest sales departments are a direct result of a strong, knowledgeable sales management team. 

"A sales team's performance is a direct reflection of the business acumen, and leadership and coaching skills of the Sales Manager"   Bill Eckstrom, Founder and President, EcSELL Institute

If you would like a complimentary copy of the white paper "The 5 Most Dangerous Issues Facing Sales Leaders Today"  from the EcSELL Institute Resource Library, CLICK HERE. 


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