Sales growth begins with sales leaders, not sales reps.

The 6 Pillars of Sales Management Productivity©

Management is still, and will continue to be, an essential component of performance. Think of a triangle and consider effective management processes as the foundation upon which the rest of the performance elements are built. Without having efficient processes and predictable outputs, there is no platform upon which to enhance the performance of a team.

If one agrees with the above, the next logical step is to determine what needs to be managed. To this end, through researching sales managers from across the U.S., the EcSell Institute has identified the most essential elements of sales management which we have named the 6 Pillars of Sales Management Productivity©. Constant attention needs to be paid to the effects of these tools and processes to determine how they can be improved and executed more effectively.

  1. Talent I.D. and acquisition- proper identification, screening and hiring the right talent to meet and exceed the objectives of all positions within sales.
  2. Sales methodology and skills development- developing a measurable sales process that meets the needs of a company’s products and market, and then consistent development to maximize a team’s ability to execute the methodology.
  3. Professional development- identifying and coaching toward career goals and objectives for each member of the sales team to increase their productivity, loyalty and overall contribution to the sales department.
  4. Sales analytics & performance tracking- define what key performance indicators track productivity, effectiveness and how to utilize them to direct development and planning.
  5. Compensation/recognition/rewards- the understanding and design of programs that not only drive and incent the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department.
  6. Planning- development of company sales plans, divisional plans, and territory plans. Ways to systematically document how to increase sales department revenue, touch prospects and customers on a consistent basis as well as achieve other departmental objectives.