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September 11, 2017
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.
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?