Editor's Note: This post has been updated for accuracy and comprehensiveness on May 18, 2020. Photo by Hattie Kingsley Photography.
It is important to understand the six areas a leader must coach and manage to. Managing the tools and processes is a critical tactical function that must be refined and effectively executed. What has proven challenging for leaders is defining and understanding what can be “managed”, and determining which levers can be 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™. They are a fundamental set of management ideologies 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.
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.
Understanding and designing sales compensation plans and recognition programs that not only drive and incentivize the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department.
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.
For more leadership and coaching best practices, subscribe to The Coaching Effect newsletter: