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Bill Eckstrom - Sales Growth is About the Sales Leaders, Not the Sales People (I1117)

  • Broadcast in Management
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Bill Eckstrom is the President of EcSell Institute. EcSell Institute is a research based organization that helps sales departments drive more revenue by working only with sales leadership–not sales people.
 
Questions discussed:
 
1. If sales departments want to grow sales, why do you say it more about the leader versus the sales person?
2. Why has there not been much emphasis on developing managers/leaders, but yet so many resources are dedicated to the sales person?
3. What should sales leaders be doing differently if they want to grow sales?

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