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Jaime Davis-Thomas

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Director, Research & Publications, EcSELL Institute

18 points

The EcSELL Institute is an exclusive community of sales managers, all of whom are committed to learning and improvement. Members diligently focus on and manage around the 6 Pillars of Productivity and each believes that continual, professional development and the ...

The EcSELL Institute is an exclusive community of sales managers, all of whom are committed to learning and improvement. Members diligently focus on and manage around the 6 Pillars of Productivity and each believes that continual, professional development and the willingness to act on new ideas are the essential ingredients for current and future success.

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WEB: EcSELL Institute

Jaime Davis-Thomas recommends this answer by Bob Apollo

Jan. 5, 2011

What's the biggest opportunity in sales management today? What are you going to do about it?

1: Help your sales people qualify better, earlier in the sales cycle, by reviewing the common characteristics of winning deals. Encourage them to qualify bad deals out, and focus on finding more good ones. Reducing the apparent size of the pipeline is no bad thing, ... more

Sales Managements Impact

Jaime Davis-Thomas asked a question

Dec. 23, 2009

Sales Management Reserch

General Management

Jaime Davis-Thomas recommends this comment by Ellen Bristol

Dec. 21, 2009

Meaningful Metrics: Valuable Tools or Impossible Dreams for Sales Teams?

Nik, stick with me on this; we've been collecting data on sales-force productivity and metrics for a while and we want to get some long-term trends data to validate what we're seeing. The problem with profit/income as a performance metrics is that it's a "trailing" ... more

Jaime Davis-Thomas and 2 other people commented on a brief

Dec. 21, 2009

What is a CRM System and Do I Need One?

With so many CRM system options, I find that is helpful to compare them side-by-side. I have a crosswalk of some of the most popular CRM products out there if anyone would like it. Feel free to shoot me an email to jdavis_thomas@ecsellinstitute.com. Just be ... more

Customer Service

Contact Management

Jaime Davis-Thomas and 3 other people answered this question

Nov. 5, 2009

How do I continously increase my following on Twitter?

Follow others and they will follow you

Information Technology

Jaime Davis-Thomas and 3 other people answered this question

Nov. 5, 2009

What are some ways to utilize our website statistics?

I suggest looking into Hubspot. You can generate a report from that that grades your website. With this you'll know where you rank on google, etc. You can also put your competitors' websites in the tool so that you can see their grades as well. ... more

Marketing Automation

Jaime Davis-Thomas recommends this answer by Jim Barnet

Nov. 5, 2009

What are the keys to developing a great sales team?

I've managed Sales teams twice and here's what I learned:
1) Motivation: You can't teach someone to "want" to be successful and in my opinion a Sales Managers job is not to 'motivate' people to want to be successful, but to 'facilitate" those who do. ... more

Jaime Davis-Thomas recommends this comment by Eric Hastings

Nov. 4, 2009

Sales Call Introduction

I agree with the group opinion, be brief, be bright, or be gone. There are many scripts that can be used for quick introductions. Some samples are:
“Mr. Prospect, just a quick call. In fact there may be no interest on your part. I’m calling ... more

Jaime Davis-Thomas recommends this comment by Jeff Ogden

Nov. 1, 2009

Sales people vs sales managers

The skills of a salesperson and a sales manager are different. Can a salesperson make a good manager? Yes? Does being a good salesperson make you a good manager? No!
The people skills and leadership qualities of a good manager may or may not be ... more

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