sales coaching formula
DESCRIPTION
The Sales Coaching Formula that turns ordinary Sales Managers into extraordinary Sales CoachesTRANSCRIPT
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!