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:
Leadership & Management,
collaboration,
coaching,
sales analytics & performance tracking,
Resources for sales managers,
Motivation,
IHS,
EcSELL Institute Member,
Through The Eyes Of The Sales Rep,
Sales Management,
6 Pillars of Sales Productivity
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:
professional development for sales management,
EcSELL Institute,
Leadership & Management,
professional development,
goals,
sales leadership,
Sales Plans,
sales coaching,
6 Pillars of Sales Productivity
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,
sales leadership best practices,
6 Pillars of Sales Productivity
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
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
EcSELL Institute 6 Pillars of Sales Productivity Pre-Summit Workshop Session Overview
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Topics:
Best Practice,
assessment tools,
sales processes,
6 Pillars of Sales Productivity
EcSELL Institute 6 Pillars of Sales Productivity Workshop Summary
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Topics:
compensation recognition rewards,
6 Pillars of Sales Productivity
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:
professional development for sales management,
sales planning,
sales methodology & sales skills development,
sales analytics & performance tracking,
compensation recognition rewards,
talent identification & acquisition,
6 Pillars of Sales Productivity
