Sales Coaching Blog

Opening day

Posted by Will Kloefkorn

October 16, 2012

Today the EcSell Institute community kicked off our annual Fall Summit with the Management Academy. Sales Managers from throughout the United States are sharing proven best practices in the 6 Pillars of Sales Management. There are a lot of different industries represented in the room this morning and the energy is outstanding. The group spent the first 2 hours of the morning tackling Talent Identification and Aquisition. Below are 3 highlights on some of the important topics that were discussed:

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Topics: sales analytics & performance tracking, Motivation, Through The Eyes Of The Sales Rep, IHS, EcSELL Institute Member, Leadership & Management, Sales Management, collaboration, coaching, Resources for sales managers, 6 Pillars of Sales Productivity

Sales Managers: Are you tracking your activity?

Posted by Bill Eckstrom

August 27, 2012

Sales analytics—I get a charge out of studying them.  If you allow them, they will paint you a picture, provide guidance and strategic direction, they will provide you the opportunity to be a more effective sales leader. 

Thinking about the above reminds me of a quote from Mark Twain “the man who does not read books has no advantage over the man who cannot read them”.  Just because you track analytics doesn’t make you better.  Just because you have the latest CRM or analytics software package doesn’t make your organization more productive.  It is the actions you take as a result of interpreting the data that will ultimately affect performance.

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Topics: sales leadership, goals, Sales Plans, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, professional development, 6 Pillars of Sales Productivity

5 Main Dysfunctions of a Sales Team

Posted by Kristi Shoemaker

September 2, 2011

On Monday, Tony Cole, was our featured instructor at our monthly sales mangement webinar series. Tony shared best practices to address the five most common dysfunctions of a sales team. Here are a few highlights from the webinar.  Leave a comment with your name and email and we will send you a copy of the ppt deck.

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Topics: sales management skills, talent identification & acquisition, 6 Pillars of Sales Productivity, sales leadership best practices

Recruiting Role of a Sales Coach

Posted by Kristi Shoemaker

April 18, 2011

Recruiting top sales people is one of the most important tasks of a Sales Manager. Tony Cole, of Anthony Cole Training Group, outlines the TOP 10 List of Recruiting Skills.

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Topics: talent identification & acquistion, 6 Pillars of Sales Productivity

Interview questions to identify weaknesses

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Pre-Summit Workshop Session Summary

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Topics: talent identification & acquistion, interview questions, 6 Pillars of Sales Productivity

How to increase close rates w/ ZEBRAs not ZONKEYs

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Pre-Summit Workshop Session Overview

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Topics: Best Practice, sales processes, assessment tools, 6 Pillars of Sales Productivity

Designing a Compensation Plan that MOTIVATES Sales Reps

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Workshop Summary

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Topics: compensation recognition rewards, 6 Pillars of Sales Productivity

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.

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Topics: sales planning, compensation recognition rewards, sales analytics & performance tracking, professional development for sales management, talent identification & acquisition, 6 Pillars of Sales Productivity, sales methodology & sales skills development

31 Interview Questions to Find Sales SuperStars

Posted by Kristi Shoemaker

February 14, 2011

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: talent identification & acquistion, 6 Pillars of Sales Productivity

Become a "Talent Magnet" To Attract the Best.

Posted by Kristi Shoemaker

February 2, 2011

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: talent identification & acquistion, executive sales management, sales coaching, 6 Pillars of Sales Productivity, ideas for sales leaders

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