Sales Coaching Blog

Sales Coaching: Be the C-Factor

Posted by Will Kloefkorn

July 2, 2015

As we embark on the 4th of July let us take time to remember one of the most memorable catalytic events of all time, The Boston Tea Party. When the Sons of Liberty decided they were not going to stand for the Tea Act, and decided to throw chests of tea into the Boston Harbor, it forever changed the world and began shaping the great Country we live in today. I am a bit of a history geek so I will spare you the rest of the details and pivot to this statement; almost all meaningful and systemic change is a result of a catalytic event or catalytic individual that drove the change. These events and individuals are represented throughout the timeline of our Country’s history: The Manhattan Project, Apollo 11, Rosa Parks, and Mark Zuckerberg are among a short list of examples.

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Topics: sales leadership, Sales Management, Coaching measured

Are You in a Mid-Season Slump?

Posted by Kathy Collins

June 27, 2015

I am a baseball mom. 

It's a short sentence that packs a whole lot of responsibility. Our son Aden, age 13, plays between 60-70 games during the regular season and when not in regular season there's post season, then pre-season, indoor practice, get the picture. 

What's most interesting about our experience with baseball this year is not necessarily the skill development, or even watching Aden and his 'band of brothers' play ball. What has given us the most growth as a family is the experience of watching Aden go through one of the longest and most painful batting slumps you could imagine. Out of 73 at bats, to date, he has only hit the ball 9 nine times to get on base. Nine.

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Topics: sales leadership, Catalytic Factor, Sales Management, Sales Mangers

Sales Coaching is for the Fearless

Posted by Anna Schott

June 23, 2015

She didn’t even think twice or ask me to repeat the directions. She was determined, excited and up for the challenge. It wasn’t just the attention that she craved, but the feeling of accomplishment and an emerging confidence.

I’m describing my four-year-old niece that I had the chance to swim with this weekend. As a former lifeguard and swimming instructor, I know a thing or two about teaching children how to swim. It’s like riding a bike. I knew exactly how to use terms that she could relate to which allowed her to execute numerous strokes as well as learn new ones on the first try. Her capabilites for her age amazed me.

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Topics: sales manager coaching, Sales coaching resources

Let Them Play: Using Unstructured Time to Drive Innovation and Growth for Your Sales Team

Posted by Sarah Wirth

June 22, 2015

As many of our children are now on summer vacation – whether from kindergarten, college or somewhere in between – I’m reminded of the importance of “play time” for rejuvenating energy levels and encouraging new ways of thinking. Of course, our children may see the summer as simply a time for ball games, swim parties and flashlight tag, but in reality, having this unstructured time helps them develop in ways that a more structured environment like school does not.  

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Topics: growing sales, sales rep motivation, Sales Manager Motivation

Sales Manager Check-Up

Posted by Anna Schott

June 15, 2015

Two years ago a Forbes magazine article stated that around 40% of Americans make a New Year’s resolution and only 8% achieve their New Year’s goal.

My colleague and president of the EcSell Institute, Bill Eckstrom, wrote an article this past New Year’s Eve focusing on 5 critical questions sales leaders should ask themselves reflecting on the previous year. So now is the time. It’s the mid-year, New Year’s Resolution check-up. It’s painless, I promise.

Just ask yourself these 5 critical questions:

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Topics: Sales Coaching Effectiveness, Sales Management Reflection, Sales Manager Questions, Sales Management Goals

Why Sales Leadership Lose Their Way

Posted by Kathy Collins

June 11, 2015

Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?

The fact of the matter is that sales leaders who have a passion to be excellent coaches for their team not only to drive performance, but to instill leadership and help progress an individual and team to achieve their goals, have the biggest impact on whether sales reps stay or leave, are productive and are satisfied in their positions. The performance of the sales team is a reflection on how they are coached.

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Topics: sales leadership, front line sales managers, Sales Management, Sales Managers

Sales Coaching Has Arrived ... for some.

Posted by Will Kloefkorn

June 10, 2015

“The Times They Are a-Changin’” Bob Dylan wrote in 1964.

For sales management, this is a great thing. On more than one occasion in the past month I have heard Senior Sale Executives have an epiphany. Yes, when you have been involved in phone sales for more than a decade you can hear an epiphany. This particular one sounded like a gasp you take at the end of a long day, mixed with a stout punch to the gut. The light bulb has come on!

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Topics: Sales Strategy, sales coaching, Sales Management, Coaching measured

Research: You’ll Want To Grab A Pen For This One

Posted by Stacia Jorgensen

June 9, 2015

I have been vindicated.

I remember a conversation that took place over a year ago during an EcSell Institute weekly meeting. In a nutshell, a fellow EcSell staff member (who shall remain nameless) made a comment about how hand-written notes were a thing of the past – an antiquated and overly time-consuming waste of time in our digital world if you will. As I live remotely from EcSell HQ and call into the meetings, little did anyone know that I keep hand written notes in a composition book during every meeting. I was slightly embarrassed. Does my preferred mode for keeping track of information, thoughts, and needs make me an old fuddy-duddy? Is my information collection method the equivalent of an 8-track tape (outdated and inferior to newer methods)?

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Topics: sales management research, sales leadership, Research

Should the Sales Manager Role be Eliminated?

Posted by Bill Eckstrom

June 8, 2015

It must make sense.  If a forward thinking company such as Zappos is doing it, it must be a smart thing to do. 

In business, most every move has an “increased performance” purpose.  Whether it’s the adoption of new technology, training, new market entry, new products, etc., executives look for the same end result—more money.  This is not evil, it is a reality that makes sense for many reasons.

So, without knowing much more than what the article shares, my assumption is that in order to be a more profitable business, Zappos decided to get rid of all manager titles, manager responsibilities and adopt a “holacracy” movement.  I had to look up the word, “holacracy”, and found it really isn’t a word, but according to Google searches it is a way to describe a new management model.

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Teambuilding Extends Beyond Your Direct Reports

Posted by Mike Hill

June 5, 2015

by Mike Hill, Vice President - Sales & Marketing, PRAB, Inc
Recent recipient of the EcSell Institute's 2015 Individual Member of the Year at the 2015 Sales Coaching Summit in Scottsdale, AZ.

What makes a winning team? I’m betting that literally thousands of articles have been written on this subject, but here is my take after 40 years of experience in many different arenas, all of which had one thing in common…there were people involved!

People, all kinds of people. Positive people, grumpy ones. Learners and apathetic R.O.A.D. warriors (Retired On Active Duty). Those new to the business world and those that have been involved and engaged for years. The one thing that is common with all these folks is that they all want to be a part of something.

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Topics: Sales Coaching Effectiveness, Teambuilding

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