The Driving Force Behind Sales Performance

The average tenure of a sales leader rested around 24 months two years ago.

Last year the average dropped to a meager 19months—but why?

An Embarrassing Statistic

Evolution of the Sales Field

What changed in our world, customers and workforce to make the skills sales leaders possess obsolete?

- Time demands- Demographic and psychographic of the work force- Customer purchasing habits- Our understanding of motivators for sales people to sell

more- The way teams wish to be led, managed and coached- Technology- Data/Information- An increased level of urgency to “hit the number”

The EcSell Institute

What we doAt EcSell Institute, we help organizations create world-class sales coaching teams by training, implementing, tracking and measuring an effective coaching methodology.

The Reason

Why we do itBecause nothing impacts performance more than coaching.

How We Do It

To maximize sales performance and insure results, EcSell utilizes a proven, disciplined approach while working with sales leadership teams

In order to deliver the knowledge, tools and skills necessary to make coaching effective and sustainable, EcSell utilizes a five step coaching methodology that involves the following:

1. Measure2. Educate & Train Your Sales Leadership Team3. Implementation & Accountability Plan4. Track & Analyze (the ONE-UP Coaching Cloud)5. Change

Step One

MeasureHow well are you coaching? Obtain objective data on current coaching acumen for each of your managers. We will help them understand what they do well and areas where they can improve their coaching.

Step Two

Educate & Train Your Sales Leadership TeamLearn what research shows as the high pay-off coaching activities, how often to do them and how to do them well.

Step Three

Implementation & Accountability PlanA disciplined rollout and execution of what was learned with an “evolution, not a revolution” design.

Step FourTrack & Analyze (the ONE-UP Coaching Cloud)An objective view of who executes high pay-off coaching activities. Compare coaching metrics across teams and correlate to sales results.

Step Five

ChangeData driven decisions to improve sales results—view sales performance through a different lens.

Contact EcSell Institute

Website: http://www.ecsellinstitute.comPhone: 402.805.4238