Sales Coaching Blog

In 7 seconds 11 impressions are made. Time to coach!

Posted by Kristi Shoemaker

January 12, 2011

Posted by Kristi Shoemaker, EcSELL Institute

In the first seven seconds, people form eleven initial impressions. Those impressions are based almost entirely on how people see and hear you and your sales reps.  Help your sales reps gain confidence in their delivery.  Discover how to help them improve on habits that don’t support a sense of confidence and credibility in their style by attending EcSELL Institute's January 31 Sales Management Webinar  Our featured instructor will be Sally Williamson of Sally Williamson and Associates

You can coach your team to have an executive presence that is impactful, persuasive, effective, and creates "earned authority".

The term "executive presence" is a gray area because for many, it is the essence of leadership and engagement.  But, presence isn’t something you give yourself…it’s something you earn from those around you who come to respect your right to speak and your ability to lead.  Some have called it an “earned authority”.  It is a combination of behaviors and attitudes that present a sense of confidence, competence, commitment and authenticity.


Sales professionals are the point of contact and communication for any business. Their personal style drives the impressions and assumptions for any audience.  This presentation will introduce the fundamental concepts of Executive Presence that impact how people are seen and heard.

Here’s the concept. There are four main areas that create executive presense.

Level I: Physical

These attributes incorporate the physical look of an individual –
their refinement, polish or appearance.

Level II: Functional

These attributes include both learned skills and personality
- traits and describe how we observe someone doing their job…expert, detailfocused, driven, prepared, professional, etc.  All of the people we interviewed from development managers to CEOs would agree that it takes the Level I & II attributes to get beyond a midmanager level.  But, those who are in a senior leadership role tend to see executive presence as more of a term of engagement.

Level III: Rational

These attributes dive into the traits necessary to engage others
  from persuading and influencing to listening and engaging. This is where leaders begin to differentiate themselves and often move ahead of one another at the Clevel. And finally, those who are truly able to balance personal power with compassion and connection reach the top of our hierarchy.

Level IV: Emotional  

Once an executive truly shifts their focus off themselves and

onto their listeners, their ability to engage often opens them up to connect at a very personal and believable level. The emotional attributes we begin to experience are empathy, authenticity, and transparency.
And, it’s worth noting that you don’t have to be a C level executive to have executive presence.

The goal is to understand the impact of presence and the coaching process that helps leaders shift from the more physical and functional qualities to a more rational and emotional connection.

Learn more about the topic of "executive presence" first hand from Sally Williamson during EcSELL Institute's Sales Management Webinar titled   "EXECUTIVE PRESENCE: The Quality that Gets Some Ahead and Leaves Others Behind”
January 31, 2011   10am PST / 12noon CST / 1pm EST
Learn more and register today! 

 

While Sally Williams and Associates' experience is that people use words all over this spectrum to define executive presence, their reseach noticed that the further removed from a top executive that an individual is the more likely they are to describe the physical and functional traits. The executives who tended to describe the more emotional concepts at the top of the hierarchy were SW&A clients who graded themselves the hardest and worked the most diligently to deliver on all of these qualities. ( Star students) executive presence. The executives we interviewed said that they became aware of presence and the concept of how people perceive you early in their careers. The difference is they paid attention and made choices pretty early on that led them to opportunities and advancement. Once an executive truly shifts their focus off themselves and  onto their listeners, their ability to engage often opens them up to connect at a very personal and believable level. The emotional attributes we begin to experience are empathy, authenticity, and transparency.

Subscribe to Email Updates

Follow EcSell

  

Posts by Topic

see all