Sales Coaching Blog

Average Leaderhip...the #1 Threat to Your Company Today

Posted by Kathy Collins

July 24, 2014

Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.

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Topics: Catalytic Factor, Adaptive Leadership, coaching sales people

A preliminary glimpse at the Sales Manager Activity Survey results

Posted by Stacia Jorgensen

July 22, 2014

My blog today ushers in what I believe will be one of the most unique and valuable research ventures we conduct here at the EcSell Institute.  Over the past few months, many of our team discussions have seemed to meander to a point were we ask ourselves questions about the sales coaching world where having empirical data would be quite useful. To help us expand, explore, and improve, we have created a plan for periodically releasing web-based surveys designed specifically for sales managers.  These surveys will be extremely precise containing only a handful of questions on very direct and sales-relevant topics.  You can get in and out of the survey in a matter of minutes. I’ll even go as far as to say these surveys will be a thought-provoking and enjoyable opportunity for participants.   I’m a bit giddy about the potential for this effort to collect sales management research.  Today is the first glance at the findings from this new project, so let’s jump into a peek at the good stuff. 

Recently, we made our Sales Manager Activity Survey available to sales managers across the globe.  The goal for this first survey is to gain a better understanding of the time demands of sales managers.  Each participant was asked to estimate the percentage of time they spend on a list of common activities during an average month.  Our results, currently, break out like this:

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Topics: sales management research, Research, sales coaching

Sales team motivation: sales people can be like children!

Posted by Will Kloefkorn

July 18, 2014

Often times at EcSell Institute coaching summits and on sales calls I will hear senior sales leaders speak to the similarities between parenting and coaching sales people. Sometimes jokes are made at the sales reps expense, but it is light hearted and much to my chagrin generally these leaders are fair with their assessments. At times, sales people can be like children, and this includes me as well. I was reminded of this point recently when I was doing some reading from my late grandfather, who was quite literally, the smartest and most profound person I have ever spent time with; he was also a college professor, the Nebraska State Poet, teacher of thousands of elementary schools students, and father of four children. During one of his interviews right before he passed, he was asked a question that very much applies to sales team motivation and how sales managers can motivate their sales people.

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Topics: Motivating Sales Team, sales team motivation, sales coaching methodology

Sales Coaching: Mindset Number 2 of Superstar Coaches

Posted by Sherri Daubert

July 17, 2014

Mindset Number 3  last week showed us that Superstars can work backwards.   Many people approach life with the thought that others can help them solve their problems.  Superstars however reverse that thinking and instead wonder how they might be helpful in solving others.

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Topics: Sales Coaching Summit, coaching sales people, sales coaching, sales coaching mindset

Sales Manager Training

Posted by Bill Eckstrom

July 16, 2014

Think for a minute, not about training sales people, but about sales manager training.

The average sales rep is accountable for approx. $2M in revenue…

  • We know where they’ve been
  • We know how many customers & prospects with whom they’ve visited
  • We can measure their effectiveness and performance
  • We know what talents and skills lead to sales success
  • We can accurately screen for those talents and skills
  • We continually provide them skills development
  • We provide and ask them to follow a process/method that leads to more predictable sales outcomes
  • We train them to the process/method
  • We track their compliance to the process/method
  • They receive all sorts or recognition for attaining and exceeding their quota


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Topics: Sales manager training, Sales Coaching Model, sales coaching, sales coaching methodology

Sales Leader Time Management: What Are Your Obstacles?

Posted by Sarah Wirth

July 10, 2014

If there’s one thing that we hear from sales managers on a regular basis, it’s how busy they are.  And when you look at everything on their plate, there’s no doubt that statement is true.  From sales trips with reps to company meetings to responding to customers to putting together sales plans to monitoring their pipeline, sales managers are pulled in many directions from numerous groups of people who need their time and help.

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Topics: Sales manager training, coaching sales reps, sales leadership conference, time management

Sales Coaching Effectiveness-An Art, Skill and Attitude

Posted by Kathy Collins

July 9, 2014

How many people wake up in the morning planning on being ineffective in their job? I haven’t yet heard of an executive or sales manager yet who doesn’t want to be seen as an effective leader. Yet, we all know there are some people who just seem to get more out of their team members than other people do. They know how to motivate people. But, how do they do it? Is it a talent that you are born with an acquired skills that you can learn? Sales coaching effectiveness is an art, skill and attitude that you can learn if you work at it. These 6 steps will help you accomplish sales coaching effectiveness and keep some balance in the process.


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Topics: Sales manager training, Sales Coaching Effectiveness

Research: Exploring Sales Leadership Through Research, Part II

Posted by Stacia Jorgensen

July 8, 2014

In my last blog, I started thinking through some findings that we have pulled from our Through the Eyes of the Rep Survey (TTEOTR). If you’ve read any of my previous blogs, you’re already familiar with this awesome element of the EcSell Institute. In order to remain current in our understanding of the world of sales coaching, EcSell is heavily invested in conducting high-quality, primary research.  One of our longest endeavors to accomplish this goal is collecting experiences and opinions directly from sales reps through the TTEOTR survey.  This survey not only provides our members with valuable insight into their sales rep teams, but it allows for valuable opportunities to gather an aggregate look at the views of sales reps. 

I was recently looking at the results of a TTEOTR question asking reps if they would recommend their sales department to their friends as a great place to work.   If you remember, I called this survey item the Booster Club question. High levels of agreement when asked if you would recommend your place of work to friends, or being a promoter for your employer, is a finding employers should work to achieve. To keep it simple, if your sales rep would recommend their sales department to friends, it means good things are taking place at the office. 

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Topics: sales leadership, sales coaching

Sales Coaching: Mindset Number 3 of Superstar Coaches

Posted by Sherri Daubert

July 3, 2014

Mindset Number 4, last week showed us that superstar coaches are able to sit with uncertainty.   They don’t expect things to always go according to script and because of that they are more confident.   Here then according to Lisa Earle McLeod, is Mindset Number 3.

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Topics: sales coaching, professional development for sales management, coaching, ideas for sales leaders

Coaching Sales Managers

Posted by Bill Eckstrom

July 2, 2014

Coaching sales coaches, managing sales managers or whatever you wish to call it, do you do it?  Or, do you assume since they are in a “management” role, they don't need coaching?  Coaching sales managers is a critical need and a great opportunity to grow sales. 

When we ask sales executives (VP, EVP’s, SVP’s, CSO’s, etc.) if they view their front line sales managers as an opportunity to grow sales, over 90% respond with “yes”.  However, most also hesitate prior to answering, for they have not considered managers as a way to sell more—that is typically reserved for the sales reps.  What a colossal waste of resources without good coaches.  Think about it… A front line manager is typically accountable for approx. $10M-$14M of revenue and a typical rep is accountable for $1M-$2M, yet sales execs rarely concern themselves with coaching managers.

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Topics: sales leadership, sales coaching, sales management resources

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