When you stop the pursuit of learning, you have turned off your career

We just wrapped up our EcSELL Institute Sales Management Summit with great reviews. It's truly amazing what can be delivered to your customers (members) when you have a team of dedicated associates and partners. The formula is not complicated; talented people, clear mission/objectives, unending commitment to customers and talented people...did I mention talented people?

The message, as pointed out by those who attended the Summit, was pretty clear - put an emphasis on the selection and development of your talent. If you study the science, most sales managers list the identification and selection of talent as the most critical Pillar that drives sales productivity, so it would make sense many of our instructors emphasized that need.

How could one listen to Kimberly Rath, of Talent Plus, and not implement the most cutting edge selection and development programs? How could one listen to Dr. Lowell Catlett and not get excited about what our future holds. Regardless of what your sell, how could you listen to Justin Roff-Marsh of Ballistix and not put in a process that creates more selling time for your reps? Dr. Mary Uhl-Bien, Director of the Global Leadership Institute, helped us understand the changing nature of leadership and the need to change the way we view and develop it. Dr. Pawliw-Fry, of the Institute for Health and Human Potential, made it infinitely clear our need to hire and develop emotional intelligence in all our associates. We will wait and see what happens, but EcSELL members are now loaded with enough fact-based information and best practices to begin the journey of maximizing productivity.

Events like this, whey you ask more than you tell, are very therapeutic. I love it when I am made to think more about asking good questions versus finding good answers. And, this only occurs when surrounded by bright people.

Shortly after the Sales Management Summit I was asked what I liked best, and I couldn't respond intelligently. Now I can - evening dinners, Monday and Tuesday night with our members and instructors. To get in the smaller, more intimate settings provided amazing, consequential conversations. Thanks to everyone who didn't let the learning end at 5:00pm!

We learned from some exceptional minds the past few days and I'm still soaking in the information and experiences. One of the most poignant quotes was from an EcSELL Institute member, Ken Eiken, Sr. VP Sales from Universal Weather and Aviation. While referring those who don't pursue a journey of continuing education he stated, " when you stop the pursuit of learning, you have turned off your career." Ken summarized in one sentence what the EcSELL Institute is all about - professional development for sales managers.

We thank everyone who attended and hope to see you back in March 2010!
As always, my door is open. Email me anytime at beckstrom@ecsellinstitute.com