It is one of the oldest clichés in the book; the best way to lead is to lead by example. It is a simple premise and if executed effectively, in sales it can lead to a great deal of employee engagement and sales team motivation. So why is this motto so difficult for so many sales leaders to execute against? Simple, they are too busy. Well, at least that is what they will have you believe. However, the real answer is because they truly are busy, but they are too busy doing the wrong activities and measuring the wrong things.
As an industry, sales has done a magnificent job of providing the key performance indicators, activities, and tools that sales people need to execute against in order to hit and exceed their number. Where sales has failed as an industry is in providing the key performance indicators, activities, and tools which sales leaders need to execute against in order to get their sales producers and teams to perform at higher levels. This is cause for concern, but that is all about to change with the EcSELL Institute’s announcement of the ONE-UP sales coaching cloud earlier this week.
To help sales leaders perform at the level of which they are truly capable, EcSell Institute created the ONE-UP coaching cloud. ONE-UP is the result of researching thousands of sales leaders and sales reps, and uncovering what most impacts performance. ONE-UP provides sales leaders a highly scalable way to implement and track a coaching methodology that also measures for coaching effectiveness. So what are these high pay off activities where sales leaders should be spending 70-80% of their time?
- Joint calls
- Pre-call plans
- Sales call evaluations
- 1 on 1's
- Team meetings & retreats
- Career development plans
- Sales skills audit
The ability for sales leaders to track and measure their sales coaching effectiveness in these areas is invaluable. Research has proven that the number one item that motivates sales reps to sell more is coaching. So it is finally time for the sales industry to begin putting the same focus on the sales manager to sales rep relationship that it does on the sales rep to prospective client relationship. After all, if sales leaders are going to lead by example they must be as cognizant of their own high-pay off activities as they are of those on their sales teams.
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Director of Business Development