The Coaching Effect Blog

6 Pillars of Sales Productivity

Posted by Kristi Shoemaker

April 6, 2011

The pre-Summit Six Pillars of Sales Productivity Workshop kicked off on Wednesday morning. Bill Eckstrom, president of EcSELL Institute, set the stage by explaining the importance of understanding the six key areas a sales coach must manage.  He stressed the importance of always staying current on these six key Pillars as they are continually changing and the technology is constantly evolving.

Here are the highlights from Bill's kick off.

Managing the tools and processes is a critical tactical function that must be refined and effectively executed. What has proven challenging for our profession is defining and understanding what can be “managed”, and determining which levers can pulled to improve team performance. The EcSELL Institute brings clarity to the management role in a sales department with the introduction of the 6 Pillars of Sales Productivity™.

The 6 Pillars of Sales Productivity is a fundamental set of management ideologies around which a Sales Manager should be disciplined, in order to best expand intellectual development and to best ensure the creation and integration of the most effective tools and processes.

The 6 Pillars of Productivity ™ Management Model Includes:

Talent Identification and Acquisition- properly identifying and hiring the right sales talent to meet and exceed the objectives of all positions within a sales department.

Sales Methodology and Skills Development- developing a measurable sales process that meets the needs of a company’s products, culture, and market, and then training to maximize a sales team’s ability to execute the methodology. 

Professional Development- identifying and coaching toward sales career goals and objectives for each member of the sales team, in order to increase sales productivity, loyalty, and overall contribution to the sales department.

Sales Analytics and Performance Tracking- defining which key performance indicators track productivity and effectiveness, then learning how to utilize these to direct education, training, and planning.

Compensation/Recognition/Rewards- understanding and designing sales compensation plans and recognition programs that not only drive and incent the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department.

Sales Planning- establishing structured sales plans for sales departments, divisions, regions, and individual sales territories. Providing a systematic methodology for touching prospects and clients, leading to attainment of departmental objectives and increased revenue. This Pillar also includes developing the most effective meeting formats and agendas to address the needs of sales management and producers.

At our spring 2011 6 Pillars of Sales Productivity Workshop, components of three Pillars will be explored in succinct detail. The EcSELL Institute has asked our Pillar Partners, who are industry experts, to help our attendees improve their intellectual capital. During the workshop, attendees will create strategic plans programmed toward identifying and acquiring top sales talent, will discover a more thorough way to qualify your team’s sales prospects, and will learn how to more effectively compensate and reward your sales teams.


To understand how the 6 Pillars of Sales Productivity can drive sales performance, please read EcSELL Institute's Sales Management Research Report #1.

Topics: Performance Tracking/Analytics, Talent Identification/Acquisition, Sales Skills Development, 6 Pillars of Sales Productivity

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