"Sales coaching" is perceived as a "soft skill", but it's actually far from it. Our Academies drive home the importance coaching has on sales and sales team performance. After collecting over 30,000 coaching interactions, we have the research to back up the process, tools and technology that help sales leaders understand why coaching matters and how to execute the high-payoff activities proven to move the needle.
To do this there first needs to be an understanding of what affects performance and motivation to sell. Based on the latest research, EcSell will begin to address all the drivers of performance that are within control of management. Coaching, leadership, disciplined management and the newly discovered catalytic factor will all be covered.
We also will focus on the coaching of best practice sales management activities, coaching tools and cover effective coaching behaviors. We will walk through a best practice week, month and quarter in the life of a sales manager. Sales leaders will learn how to be more effective with their teams by executing against high pay-off coaching activities—not by working harder. The result of this session will be a common platform of sales coaching, with measurable outcomes.
Who should attend: The academies are designed for any sales manager or executive sales leader who believes their team can achieve at a higher level. This is a very practical "how to" event where attendees should be prepared to roll up their sleeves and get to work!
Expert in the science and research of high performance coaching teams
Expert in the skills and talents of high-performing sales leaders
"The concepts I learned during the Academy are very simple, but powerful. Something I can start using as soon as I'm back in the office."
A: These academies occur the day prior to EcSell's annual Sales Coaching Summit OR agreed upon dates with organizations who want to implement our ONE-UP Sales Coaching Process and join the EcSell Institute Community. Those who come on as an EcSell client after Academy 1 receive personalized coaching support thereafter. Why? Because 80-90% of information is lost if there is not a reinforcement component available.
A: This Academy is an extension of Academy 1 and only intended for those who have gone through Academy 1 at a previous time and want to continue to build on their skills and learn how to take it one notch higher. It is also built into an EcSell Institute's two-year client contract which provides personalized reports on the organization's managers/leaders and sales progression from Year 1 to Year 2.
A: If attending the 1-day academy prior to our Sales Coaching Summit, it will be held at the Summit location for that year. If it is an EcSell Client, then it is held at the location that client decides upon.
Nothing impacts performance more than coaching. This is why this workshop is focused on the five most essential activities you can do to increase the production of your sales team. We will spend the day discussing the impact of coaching, sharing best practices and doing practical application for these high impact activities. You will come away from this session with an understanding of:
Why five coaching activities will impact performance and sales
How often to complete these activities
A step-by-step approach to execute them
A systematic way to track execution
While all sales reps need and benefit from effective coaching, this advanced session will focus on the “why” and “how” coaching can be individualized and unique to every person on your team. High performance coaching behaviors should always be in alignment with the execution of high payoff coaching activities in order to produce the greatest sales results, which is why this workshop is geared for those who have already attended Sales Coaching Academy I. You will learn about . . .
The difference between being an ordinary coach versus a high performance, catalytic coach
How-to coach top performing reps
How-to coach highly tenured reps
(Sample Agenda for Academy I)