Bill Eckstrom, President

Sarah WirthVP Member Services

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

6P

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

PM

M = Managing 6 Pillars

P = Performance

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

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

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

Authoritative

Boss Employee

ORDER

Status Quo / Incremental

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

Laissez Faire

Boss ????? Employee

“What ever”

Inconsistent Growth

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

Authoritative

Collaborative

Laissez Faire

The Sales Leadership Evolution

Authoritative

Collaborative

Laissez Faire

Structurally-based Opportunity-based

Relationship BasedRelationship-based

Authoritative

Collaborative

Laissez Faire

Commanding Reactive

Relationship Based

Teaching and Learning

Authoritative

Collaborative

Laissez Faire

Positional Power Unempowered

Relationship Based

Personal PowerPersonal Power

Authoritative

Collaborative

Laissez Faire

Respect for authority Disrespectful

Mutual Respect

Authoritative

Collaborative

Laissez Faire

Enforcing rules Unstructured

Self-discipline

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

X Factor >>> Discretionary Effort

Chaos

Complexity Zone

Order

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

Order

Complexity

Chaos

Collaborative

Complexity Zone

Adaptability

OPTIMUM PERFORMANCE

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

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

Sales Coaching: Creating a high

performance culture to drive

organizational results.

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!