Sales Coaching Blog

Put Your Team into Complexity: Leadership Lessons from Moneyball

Posted by Sarah Wirth

September 19, 2013

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Topics: EcSELL Institute, Leadership & Management, Innovation, Motivation, Leadership Culture, Complexity Theory, Catalytic Factor, sales leadership, sales team development

6 STEPS to create a culture of innovation in your sales department

Posted by Kristi Shoemaker

October 20, 2010

Posted by: Kristi shoemaker, Marketing, EcSELL Institute

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Topics: Creativity, Innovation, collaborative leadership

5 Steps to Lead a Change in Strategy & Questions to Begin the Process

Posted by Jaime Davis-Thomas

October 27, 2009

1.  Clarify aspirations and business strategy

  • Does your organization have a compelling vision and clear mission?
  • Does it espouse values that people accept and embrace?
  • Is there a clear understanding of your organization’s strategic drivers and business strategy?

2.  Identify capabilities to implement business strategy

  • What are the new organizational capabilities needed as a result of changes in your competitive environment?
  • Will you need to practice leadership differently as a result of those new competitive challenges?
  •  How will you support ongoing organizational change and the individual, team, and organizational learning it requires?

3.  Assess those capabilities

  • Are there changes needed in your organization’s culture because of new competitive challenges?
  • Are you able to identify and minimize aspects of your structure that undercut the ability of individuals and teams to implement your strategy effectively?
  • Do you have mechanisms in place for maintaining a strategic perspective amid tactical, day-to-day demands?
  • Does your organization have adequate systems for attracting, developing, and retaining the talent needed for success?

4.  Make leadership development a key component

  • Which competencies are most critical to the success of your organization and its business strategy?
  • Does your leadership development strategy incorporate multiple types of experiences: training, coaching, mentoring, action learning, and developmental job assignments?
  • Have you created a feedback-rich environment that includes regular opportunities for 360-degree leader effectiveness feedback from bosses, peers, direct reports, and other key stakeholders, as well as periodic self-assessments?
  • Do you provide opportunities for developing not only individual leaders, but also strategic teams?

5.  Get top leadership support

  • Does the top see leadership as a strategic competitive advantages?
  • Are members of your senior team willing to be public champions of leadership and leadership development?
  • Do you have a communication plan for making the link between your leadership strategy and business strategy understood throughout the organization?

From Richard Hughes and Katherine Beatty (2005, December) 5 steps to leading strategically. T+D, p. 46-48.  


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Topics: Research, Planning, Leadership & Management, Executives, Teamwork, Creativity, Innovation, New Leaders, sales planning

The Game

Posted by Jaime Davis-Thomas

October 14, 2009

Research has demonstrated that a positive relationship exists between engagement and productivity. 

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Topics: EcSELL Institute, Best Practice, Engagement, Innovation

Big Ideas: A Sales Management Book List

Posted by Jaime Davis-Thomas

September 28, 2009

Here's just a simple list of some of our favorite books on Sales, Management, Leadership, and other interesting topics.

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Topics: professional development for sales management, EcSELL Institute, Leadership & Management, CEO, Executives, Sales Management, collaboration, Teamwork, sales management resources, sales management skills, Engagement, Career Development, Strengths, collaboration, coaching, Wisdom, Creativity, Innovation, New Leaders

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