This document summarizes key points from a business leadership training session. It includes: - An equation for sales performance that is determined by managing six pillars, leadership, an x-factor, and development. Leadership and the x-factor most constrain performance. - Definitions of leadership as influence, relationships, and enabling real change through shared purpose. - The importance of interdependent partnerships with responsibility, expectations, accountability and learning. - A reminder to focus on loyal customers, remarkable products/services, operations and employees above all else as a business priority.

1. Bret L. Simmons, Ph.D.www.bretlsimmons.com@drbret(775) 336-9576

2. Next YearNext Month

3. Today What have you learned so far? Business priority and daily behavior Break EcSell performance equation Leadership and work relationships Questions

4. Based on what you’ve learned so far… List three things you are going to do when you return to work

5. List two burning questions you still have.. now one more

6. Are you creating your own unique future or copying your competitor’s past?

7. Business priority and daily behavior What should be the #1 priority of most businesses? What is the most important thing that everyone in your business needs to understand is the key to your future? What is the most important thing you need to do on a daily basis to achieve this priority?

8. Loyal customers Remarkable products/services Remarkable operations Remarkable employees You

9. Break!

10. Sales Coaching = 6P P (M + L + X) x D M = Managing 6 Pillars L = Leadership X = X Factor D = Development P = Performance © 2011 EcSELL Institute, Inc., all rights reserved. M, L, X, or D – which constrains P more than any other?

11. Your Core Performance Technology

12. Leadership is.. Influence Relationship Real Change Shared Purpose

13. Interdependent Partners

14. 100 Percent Performance Master, then continuously improve your job Enable Praise grit Caring We don’t trust people we believe don’t care about us Encourage Integrity

15. Interdependent Partnership Responsibility Expectations Accountability Learning

16. Based on what you’ve learned today… List three things you are going to do when you return to work

17. Questions?

18. Bret L. Simmons, Ph.D.www.bretlsimmons.com@drbret(775) 336-9576