The EcSELL Institute Sales Management Summit is July 28-29, 2009 at the St. Regis Hotel in San Francisco. There is still time to register. Visit www.ecsellinstitute.com/summit09 to learn more and register online. If you are interested in attending, are a first time attendee, and not a member of the EcSELL Institute, send me an email at beckstrom@ecsellinstitute.com to learn about a special first time attendee offer. Put SUMMIT SPECIAL OFFER in the subject line.
We are excited to have companies from all across the United States, Canada, and Australia at this year's Summit. The focus will be on the six key drivers that impact sales productivity plus sales leadership and management.
This year we will be posting live blogs from the Summit. Chris Carfi of Cerado, Inc. will be our official Summit blogger. He will be summarizing the event and sharing his perspective throughout the day. Blogs will be posted right here so check back often and be a part of this lively event from your desktop. Better yet, register and join us in person.
Hope to see you at the Summit!
Monday, July 6, 2009
Friday, May 1, 2009
Since when is improving one’s professional skill set contingent upon the economy? The economy should only dictate an organization be more prudent in how they invest their resources towards professional development, not whether or not it occurs.
I don’t think the economy is limiting a sales manager’s ability to improve their leadership skills or management acumen, but it certainly offers a convenient excuse. The reason I say this is because of 2008 research from CSO Insights that shows less then 10% of organization’s had programming in place to affect those critical skills. Which then begs the question; do the 90% not offer development programs because they see no ROI on improved sales management/leadership skills? Or, is it they don’t know where to find that programming? (though I don’t yet know the answer, perhaps it is something our organization should research)
Regardless of the reasons, our approaches to leading and managing a sales team need to evolve. New information and new science bring new approaches, efficiencies and solutions to our sales teams. It is ridiculous to think there are not better ways to maximize productivity. What if physicians had the same attitude? Would they still be using scalpels on human eyes instead of lasers?
Want to know what to do? Start at the top. Begin with “raising the effectiveness lid” of your sales management team. After all, the effectiveness of your sales producers is a direct reflection of the leadership skills and the management acumen of those in sales management!
I don’t think the economy is limiting a sales manager’s ability to improve their leadership skills or management acumen, but it certainly offers a convenient excuse. The reason I say this is because of 2008 research from CSO Insights that shows less then 10% of organization’s had programming in place to affect those critical skills. Which then begs the question; do the 90% not offer development programs because they see no ROI on improved sales management/leadership skills? Or, is it they don’t know where to find that programming? (though I don’t yet know the answer, perhaps it is something our organization should research)
Regardless of the reasons, our approaches to leading and managing a sales team need to evolve. New information and new science bring new approaches, efficiencies and solutions to our sales teams. It is ridiculous to think there are not better ways to maximize productivity. What if physicians had the same attitude? Would they still be using scalpels on human eyes instead of lasers?
Want to know what to do? Start at the top. Begin with “raising the effectiveness lid” of your sales management team. After all, the effectiveness of your sales producers is a direct reflection of the leadership skills and the management acumen of those in sales management!
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