Posted by: Kristi Shoemaker, Marketing, EcSELL Institute
The truth is that no one will ever perform any better than they are expected to perform, held accountable to perform, led to perform, or coached to perform.
A Sales Manager, while ultimately responsible for the same results as his sales team, understands that his/her job is to achieve those results through other people. A Sales Manager must build people who will, in turn, build the business.
Sales leadership and coaching requires a complex set of capabilities that must be continuously improved. Technology has provided new tools, research is uncovering new information on what motivates and inspires, generational differences require new approaches, and the list goes on. Excellent Sales Managers are like athletes; they must continually work on their game.
Research has isolated clear and measurable business benefits through professional sales leadership development. These benefits include improved financial performance, higher levels of sales rep engagement and retention, and a greater ability to adapt to transformational business change.(Source: Bersin & Associates, Leadership Development Factbook 2009) Research also shows that while 100% of those in a sales management role say they need to improve their leadership, coaching, and management skills, very few have any professional development programming in place that allows them to do so. (Source: Sales Management Study, EcSELL Institute) The reason we hear far too often is "I'm too busy".
EcSELL Institute provides an educational calendar that ensures you and your team will receive information and training on all 6 Pillars of Productivity every six months. It is an effective and efficient collaborative learning program that helps Sales Managers stay aware of the latest trends, strategies, cutting-edge technologies, and proven best practices as related to sales leadership, sales coaching, and managing the 6 Pillars of Productivity. Read additional benefits of a membership.
The EcSELL Institute Sales Leadership and Coaching Strategies Summit will focus on collaborative leadership and accountability coaching. Our new pre-Summit workshop titled "Mastering and Managing the 6 Pillars of Productivity" will share how to use the 6 Pillars of productivity to increase sales performance.
The world is changing too fast to "do things the way we always have done them". You will get left in the dust.
Check out all of EcSELL Institute's professional development offerings, and then consider joining this exclusive community of Sales Managers by becoming a member.