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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.
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
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