The 6 Pillars of Productivity are the fundamental set of guiding ideologies around which Sales Managers should center their time and energy. The 6 Pillars of Productivity are:
The 6 Pillars of Productivity ™:
Talent Identification and Acquisition- properly identifying and hiring the right sales talent to meet and exceed the objectives of all positions within a sales department. Learn more...
Sales Methodology and Skills Development- developing a measurable sales process that meets the needs of a company’s products, culture, and market, and then training to maximize a sales team’s ability to execute the methodology. Learn more...
Professional Development- identifying and coaching toward sales career goals and objectives for each member of the sales team, in order to increase their sales productivity, loyalty, and overall contribution to the sales department. Learn more...
Sales Analytics and Performance Tracking- defining which key performance indicators track productivity and effectiveness, then learning how to utilize these to direct education, training, and planning. Learn more...
Compensation/Recognition/Rewards- understanding and designing sales compensation plans and recognition programs that not only drive and incent the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department. Learn more...
Planning- establishing structured sales plans for sales departments, divisions, regions, and individual sales territories. Providing a systematic methodology for touching prospects and clients, leading to attainment of departmental objectives and increased revenue. This Pillar also includes developing the most effective meeting formats and agendas to address the needs of sales management and producers. Learn more...
PLUS
Sales Leadership and Coaching - Sales Leadership and Coaching are the foundation upon which the 6 Pillars of Productivity are built. Learn more..
The objective of this day is to provide Front-Line Sales Managers with the necessary mangement training, tools, and knowledge to drive more performance from each sales representative, and to help you define where to spend your time and energy each day/week/month.
When completed, you should have the following:
A clear understanding of what the 6 Pillars are, why they are important, and how to maximize each Pillar
A common vernacular as to the drivers of sales team performance
A series of sales industry best practices that are proven to get business results
A set of state-of-the-art systems, processes, and technology solutions associated with each Pillar
A foundation from which you can continue to develop your management skills relative to sales representative performance
An action plan for leading and coaching the functional activities associated with the 6 Pillars
http://www.ecsellinstitute.com/fall-summit-2010-home/6-pillar-workshop/
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TALENT IDENTIFICATION AND AQUISITION PILLAR
EcSELL Institute defines this Pillar as the proper identification and hiring of the right talent to meet and exceed the objectives of all positions within a sales department.
Talent is very different from skills. Skills can be taught. Talents are the natural predispositions and attributes observed in recurring patterns of thought, feeling, and behavior. Hiring for talent is one of the most critical factors that impact productivity.
In a study conducted by the EcSELL Institute, 98% of Sales Managers believe that, of all the Pillars, Talent Identification and Acquisition has the most profound affect on productivity, yet only 43% give their sales management teams the same score. (Request a copy of the full report by completing the form on the right.)
ADDITIONAL RESOURCE:
Request a complimentary download from the EcSELL Institute Resource Library titled "Personality of a Top Salesperson" by EcSELL Institute Partner Herbert Greenburg, PhD. CLICK HERE
http://www.ecsellinstitute.com/6-pillars/talent-identification---acquisition-pillar/
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SALES METHODOLOGY & SALES SKILLS DEVELOPMENT PILLAR
EcSELL Institute defines this Pillar as the development of a measurable sales process that meets the needs of a company's products, culture, and market, and the training required to maximize a sales team's ability to effectively execute the sales methodology.
According to CSO Insight's 2007 research, the number of organizations using measurable sales methods has doubled; 84% claim to have information to measure whereas, in 2004, only 42% could make this claim.
EcSELL Institute's research shows that 63% of VP Sales and Sales Managers state that their own sales management teams have "neutral" to "very weak" skills related to this Pillar. (Request a copy of the full report by completing the form at the right.)
Think about it! The numbers show organizations are increasingly adopting a process that is proven to drive greater productivity, yet the skills to drive this Pillar are weak.
Take the lead in your department by learning about EcSELL Institute's professional development strategy directed at Sales Methodology & Sales Skills Development.
http://www.ecsellinstitute.com/sales-methodology---sales-skills-development-pillar/
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PROFESSIONAL DEVELOPMENT FOR SALES PILLAR
EcSELL Institute defines this Pillar as the educational and developmental strategies necessary to meet the individual needs of those in the sales department. It is the act of identifying and coaching toward sales career goals and objectives for each member of the sales team, in order to increase their sales productivity, loyalty, and overall contribution to the sales department.
Research conducted by the EcSELL Institute showed that 89% of the respondents believe that the Professional Development Pillar has a profound effect on productivity, yet only 39% rate their sales management teams' skills as "strong" or "very strong". (Request a copy of the full report by completing the form at the right.)
In order to be effective (effective defined as achieving and exceeding sales numbers), Sales Managers must understand what is and what is not within their control and further narrow that perspective to what, within their control, drives production. Becoming well-versed and skilled in the 6 Pillars of Productivity, while at the same time developing sales leadership and sale management acumen, will not only enhance your skills but those of your team as well.
http://www.ecsellinstitute.com/6-pillars/professional-development-pillar/Default.aspx?RewriteStatus=1
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SALES ANALYTICS & SALES PERFORMANCE TRACKING PILLAR
EcSELL Institute defines this Pillar as the analysis of key performance indicators for tracking sales productivity and sales effectiveness. This Pillar involves using these sales performance indicators to direct education, sales training, and sales planning.
EcSELL Institute conducted a study that showed 87% of Sales Managers believe that Sales Analytics and Sales Performance Tracking has a profound effect on productivity, yet only 56% rate their sales management teams as "strong" or "very strong" in this area. (Request a copy of the full report by completing the form at the right.)
There are a wide variety of tools available to track your sales reps' performance, but it is most critical to understand the correlation between key performance indicators and productivity. This is where a membership with the EcSELL Institute becomes essential! We eliminate the guesswork and the time required to making connections such as these. More importantly, we offer the wisdom of many possible solutions, not just a single suggestion, so you can control the direction of your department.
http://www.ecsellinstitute.com/6-pillars/sales-analytics---performance-tracking-pillar/
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SALES COMPENSATION, RECOGNITION, REWARDS PILLAR
EcSELL Institute defines this Pillar as the design of incentive programs that drive and incent desired behaviors. It is important to evolve your sales incentive programs to meet the changing demographics and psychographic needs of your sales department.
EcSELL Institute conducted a study that showed 91% of Sales Managers believe that Sales Compensation, Recognition, and Rewards has a profound impact on productivity. Yet only 49% rate their sales management teams as "strong" or "very strong" in this area. Request a copy of the entire "Sales Management Study Qrt1 2009". Fill out the form on the right side of this page.
Download a complimentary copy of "2009 Compensation Trends" survey results. Fill out the form on the lower, left side of this page.
http://www.ecsellinstitute.com/6-pillars/compensation-recognition-rewards-pillar/
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SALES PLANNING PILLAR
EcSELL Institute defines this Pillar as the establishment of structured territory plans for individuals, regions, and divisions that are fair and understandable. Sales planning also includes a systematic methodology for interacting with prospects and clients that leads to increased sales. Finally, the Planning Pillar includes developing effective meeting agendas and formats.
A study conducted by the EcSELL Institute showed that 88% of Sales Managers believe that Planning has a profound impact on productivity, yet only 48% rate their sales management teams as "strong" or "very strong" in this area. (Request a copy of the full report by completing the form at the right.)
You can also download a complimentary copy of the EcSELL Institute Resource Library research document titled "Building Peak Performance Teams". Scroll down and request it in the lower left hand side of this page.
http://www.ecsellinstitute.com/6-pillars/sales-planning-pillar/
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SALES LEADERSHIP AND SALES COACHING - the foundation to all of the 6 PILLARS OF PRODUCTIVITY
Sales Leadership and Sales Coaching are the foundation upon which the 6 Pillars of Productivity are built. It is a Sales Manager's ability to lead and coach a sales team that has the most significant impact on productivity, and the EcSELL Institute believes strongly in always developing those critical skills for our members. Research proves that strongly led and coached teams are more engaged, developed, loyal, and motivated - all directed toward greater revenue.
Leading and Coaching a sales team is uniquely different from coaching any other department. A Sales Manager, while ultimately responsible for the same results as his sales team, understands that his/her job is to achieve those results through other people. A Sales Manager must build people who will, in turn, build the business.
Sales Leadership and Sales Coaching requires a complex set of capabilities that must be continuously improved. Technology has provided new tools, research is uncovering new information on what motivates and inspires, generational differences require new approaches, and the list goes on. Excellent Sales Managers are like athletes; they must continually work on their game.
EcSELL Institutes puts forth information in the form of webinars, EAlerts, newsletter articles, and posts to our Resource Library, that will allow for opportunities to grow your sales leadership and sales coaching skills.
Twice a year we hold our Sales Leadership and Coaching Strategies Summit.
http://www.ecsellinstitute.com/6-pillars/sales-leadership-management-and-coaching/
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