Sales Coaching Formula

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Bill Eckstrom, President Sarah Wirth VP Member Services

description

The Sales Coaching Formula that turns ordinary Sales Managers into extraordinary Sales Coaches

Transcript of Sales Coaching Formula

Page 1: Sales Coaching Formula

Bill Eckstrom, President

Sarah WirthVP Member Services

Page 2: Sales Coaching Formula

Today’s Objectives

• Understand the Sales Performance Equation™

• Define your role as a Coach, Leader and Manager

• Share best practices

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© 2011 EcSELL Institute, Inc., all rights reserved.

P

P = Performance

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6P

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© 2011 EcSELL Institute, Inc., all rights reserved.

PM

M = Managing 6 Pillars

P = Performance

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Sales Management: Obtaining and resourcing tools and processes. Expertise in your business and market.

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6 PILLARS OF SALES PRODUCTIVITY™

Talent Identification and Acquisition

Sales Methodology and Skill Development

Professional Development

Sales Analytics and Performance Tracking

Compensation / Recognition / Rewards

Planning

© 2011 EcSELL Institute, Inc., all rights reserved.

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© 2011 EcSELL Institute, Inc., all rights reserved.

P6P

(M + L)

M = Managing 6 Pillars

L = Leadership P = Performance

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Sales Leadership:

Using influence to create change

“You must have respect, which is a part of love, for

those under your supervision. Then they will do

what you ask and more.”

- Coach John Wooden

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Authoritative

Boss Employee

ORDER

Status Quo / Incremental

© 2011 EcSELL Institute, Inc., all rights reserved.

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Laissez Faire

Boss ????? Employee

“What ever”

Inconsistent Growth

© 2011 EcSELL Institute, Inc., all rights reserved.

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Authoritative

Collaborative

Laissez Faire

The Sales Leadership Evolution

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Authoritative

Collaborative

Laissez Faire

Structurally-based Opportunity-based

Relationship BasedRelationship-based

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Authoritative

Collaborative

Laissez Faire

Commanding Reactive

Relationship Based

Teaching and Learning

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Authoritative

Collaborative

Laissez Faire

Positional Power Unempowered

Relationship Based

Personal PowerPersonal Power

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Authoritative

Collaborative

Laissez Faire

Respect for authority Disrespectful

Mutual Respect

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Authoritative

Collaborative

Laissez Faire

Enforcing rules Unstructured

Self-discipline

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Best Practice: 360 Feedback Guide

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© 2011 EcSELL Institute, Inc., all rights reserved.

P6P

(M + L + X)

M = Managing 6 Pillars

L = Leadership

X = X FactorP = Performance

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X Factor >>> Discretionary Effort

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Chaos

Complexity Zone

Order

© 2011 EcSELL Institute, Inc., all rights reserved.

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Order

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Complexity

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Chaos

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Collaborative

Complexity Zone

Adaptability

OPTIMUM PERFORMANCE

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X Factor:A collaborative connection between two people that allows both parties to depart from order and progress into the complexity zone

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© 2011 EcSELL Institute, Inc., all rights reserved.

P6P

(M + L + X) x D

M = Managing 6 Pillars

L = Leadership

X = X Factor

D = Development

P = Performance

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Development:Continual improvement of the intellectual capital and skills of those in a sales coaching role.

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© 2011 EcSELL Institute, Inc., all rights reserved.

P6P

(M + L + X) x D

M = Managing 6 Pillars

L = Leadership

X = X Factor

D = Development

P = Performance

Sales

Coaching

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Sales Coaching: Creating a high

performance culture to drive

organizational results.

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Take-a-ways…

•Understand ALL the drivers of sales team performance

•Take action steps to diagnose your management, leadership and X Factor acumens

–“Compass” Assessment

– 360 Feedback

–“Through The Eyes of a Rep” Assessment

•Never stop learning. Push yourself into complexity!