Coaching Training Part 2: The Sale Performance Equation to Excellence

Guest post by: Bill Eckstrom
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Sales Talent: Acqured By Hope Or Plan? - By Bill Eckstrom

In part one of this three part series we explained that a sales coach is a strategic position that has a three-fold purpose: to manage processes and output, to create a collaborative leadership environment, and to navigate between order and complexity to ensure maximum growth. In our new Sales Performance Equation(TM), we examine the key components of sales coaching.As with any model established through the EcSELL Institute, the end result must always be increased performance.

(Managing the 6 Pillars + Leadership + Catalytic Factor) Development = Performance Increase

Components of the Sales Performance Equation The role of the true sales coach comprises all the skills, traits, tools, and processes necessary to drive greater team performance. As mentioned above, coaching is not just an activity, but also a strategic role every team needs in order to realize its full potential.

Each element of the performance equation is essential in coaching a team to achieving the pinnacle of performance. They build upon one another and are interdependent in terms of producing desired outcomes. To perform at the highest level, one cannot merely be great manager who drives processes, but never captures the hearts of employees. Likewise, even the best leaders who can effectively collaborate with those on their teams, but never pushes them into the high growth mode of complexity, will not be able to maximize results. It is only when sales coaches are able to effectively manage processes, lead collaboratively, and coach their teams into complexity that they will truly be able to enter the high performance zone. And after all, isn’t performance what it is all about?

In part three, we will define the components of the Sales Performance Equation in detail.

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Sales Talent: Acqured By Hope Or Plan? - By Bill Eckstrom

About the Author: Bill Eckstrom

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While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute helps organizations drive sales performance by providing development resources to sales managers so they become more effective sales coaches, leaders and managers. William L. Eckstrom (Bill) has spent his entire career in the sales arena, the first nine years in production and the past twelve in strategic sales management. His accomplishments as a sales producer placed him in the top 5% of his industry worldwide, and he received local and national recognition for his achievements. In sales management, Bill's record is also exemplary. He began his sales management career in 1996 with a healthcare consulting company. In 2000, Bill became District Sales Manager for a national medical equipment company and was quickly promoted to Regional Manager. Within two years he was again promoted, to U.S. Director of Sales. During this four year stretch, which was inclusive of 9/11, sales increased over 80%. In late 2004, Bill was lured away to become Sr. V.P. of Business Development for a publicly traded healthcare organization. By year end 2007, the organization's stock price had doubled and new sales revenue had grown 280%.
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