About the Academies  

"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. 

Sales Coaching Academy Speaker

Sales Coaching Academy Sales Coaching Academy Break Outs Sales Coaching Academy Speaker 2015 Sales Coaching Academy Attendees 2015

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!  

Bill Eckstrom I EcSell Institute

BILL ECKSTROM 

Expert in the science and research of high performance coaching teams 

Bill is the founder and president of the EcSell Institute. As a speaker, he has as much enthusiasm for high performance, researched-based findings than any other expert or training company out there.
 
He is known as a highly renowned speaker and instructor across hundreds of organizations working primarily with leaders and executives on how to measure and evaluate their impact on team performance through EcSell's research and cutting edge technology called ONE-UP. While his audiences calls him “profoundly authentic”, “highly entertaining” and much more, Bill is most proud of the fact that his material is based on EcSell’s science and research—he does not present motivational fluff. 
Read Bill's bio here
Sarah Wirth I EcSell Institute

SARAH WIRTH

Expert in the skills and talents of high-performing sales leaders

Sarah brings an expertise in coaching and leadership, combined with her fact-based, common sense approach which makes her a sought after instructor at any event.
 
As EcSell's Vice President of Client services, her wide array of industry knowledge and ability to take an analytical approach has helped attendees understand the skills and talents of high-performing sales leaders while providing new methods for leading and coaching. Sarah has presented to executives from across the globe with organizations such as Mercedes Benz, Estee Lauder, Ritz Carlton, Cheesecake Factory and many more.  
Read Sarah's bio here
 

"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."

- Regional Sales Manager (2016 Academy I Attendee)

 

Q & A's 


Q: When do the Academies take place?  

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. 

Q: Who should attend Academy 2? 

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.  

      Watch EcSell's President and Founder, Bill Eckstrom, present at a past Academy:

Q: Where and when are they held? 

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. 

 

What to expect . . . 

Sales Coaching Academy 1 Insight
Sales Coaching Academy 1: (Monday, April 24th, 2017 8am-3pm)

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 

Sales Coaching Academy 2 Insight
Sales Coaching Academy 2: (Monday, April 24th, 2017 8am-3pm)

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 

  • (For EcSell Institute clients only) How-to improve and build upon the prior year's sales and sales coaching successes  

Academy_LOGO_2c.png 

(Sample Agenda for Academy I)

 
Introduction to One-Up Sales Coaching
     - The impact of coaching on sales performance
     - The principles of the sales performance equation
     - Management Processes
     - Leadership Culture
     - Catalytic Growth
 
During the balance of the sessions we 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.
 
High performance coaching activity #1 – One-to-one meetings
Why this best practice matters and process for completion to ensure effective execution using sales performance equation principles
 
High performance coaching activity #2 – Team meetings
Why this best practice matters and process for completion to ensure effective execution using sales performance equation principles
 
High performance coaching activity #3 – Joint sales calls
Why this best practice matters and process for completion to ensure effective execution using sales performance equation principles
 
High performance coaching activity #4 – Sales call evaluations
Why this best practice matters and process for completion to ensure effective execution using sales performance equation principles
 
High performance coaching activity #5 – Career discussion plans
Why this best practice matters and process for completion to ensure effective execution using sales performance equation principles
 
Synthesis and Wrap-Up
 
<http://www.eventbrite.com/e/ecsell-institute-sales-coaching-academy-and-summit-2017-registration-26828405483?ref=ebtn>
Both Academies begin and end on Monday, April 24th, 2017 from 8am-3pm.   
Not an EcSell Institute Client but want to attend an Academy anyway?  We don't blame you! 
Register for the Academy through this registration site. 
 
Make sure to check out the Sales Coaching Summit kicking off that evening. 
 

EcSell Institute | 3201 South 33rd Street, Suite C | Lincoln, NE 68506 | Phone: 402.805.4238

  

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