Sales Coaching Blog

Two Critical Sales Coaching Questions

Posted by Bill Eckstrom

October 17, 2014

Andy wanted to sell more, and he certainly wanted to make more money.  Andy didn’t want to be good, he wanted to be great.  Intellectually he understood he wasn’t doing what was needed to be a top producer, but he could not have articulated exactly what he needed to do (or perhaps not do).  Mentally, Andy did not know what was holding him back. 

Most sales organizations have many Andy’s, or certainly producers who want more, but are not doing what it takes to sell more.  Sales managers need to ask themselves the following two questions:

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Leadership challenge: Thinking outside the box

Posted by Kathy Collins

October 16, 2014

Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard.  Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan.  Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.

As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day.  This pace often pushes us into a state complexity.  The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible.  In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals.  To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team.  In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.

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Topics: Catalytic Factor, Leadership & Management

Sales Coaching Research: What You Do Matters

Posted by Stacia Jorgensen

October 14, 2014

Sometimes in data analysis, the meaningful findings are the non-significant ones and importance really isn’t important. Today, I gained a greater perspective into how impactful the actual behaviors of a sales managers are to reps in the world of sales coahcing. Let me explain:

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Topics: sales coaching

Sales Management Resources: Begin with the right mindset

Posted by Will Kloefkorn

October 10, 2014

“Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson


Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and be the envy of their competitors. However, it is not going to be easy and therein lies the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How could you be against asking your sales managers to not be held to the same standard of accountability and expectations of their sales reps? I mean, that is leadership 101 – do not expect of others what you are not willing to expect of yourself. As we dialogued further however, I realized that while I absolutely did not agree with this EVP’s decision or mentality I did understand it.

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Topics: sales coaching, Sales Management, sales management resources, sales coaching mindset

The #1 Threat to Your Company...Ineffective Leadership

Posted by Kathy Collins

October 2, 2014


Business leaders spend an inordinate amount of time these days trying to understand, maintain and enhance an organization to protect it's 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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Sales Leadership: Are You Data Driven?

Posted by Bill Eckstrom

October 2, 2014

I’ve been hearing from a lot of sales leaders lately that they are “data driven”.  They are a “data driven” company, they are “data driven” people.  Personally, what consumes my day are interactions with people.  So, you could say EcSell is a “people driven” company, or I am a “people driven” guy.

Please don’t misunderstand, for I am not impugning data (hopefully no sales leader is that naïve).  Data is a must have, I like and need it too.  I look at data daily, use it to find trends, make changes, coach, etc., but it doesn’t consume my day.  It seems as though we forget how data got there in the first place—it is primarily a measured output of what people produce or some related outcome. 

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Sales Motivation: Coaching for a Happy Ending

Posted by Stacia Jorgensen

September 30, 2014

Today, I’m going to leave the research behind and talk about how I recently failed as a manager.  Don’t worry…this story has a happy ending.

I have a five-year-old daughter. She’s a glass-half-full kind of gal. She approaches everything in life with a positive attitude and smile on her face.  I can already peg her as the kind of person who really stops to smell the roses.  All that lollygagging to smell said roses birthed her nickname, Lolly.

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Topics: Motivating Sales Team

Sales Leadership: You can learn to be the happiest person you know.

Posted by Sherri Daubert

September 25, 2014


 “The greatest competitive advantage in the modern economy is a positive and engaged brain.”

                                                                                                            Shawn Achor



Shawn Achor, helped design the famed happiness course at Harvard, ( which at one time was the most popular course at the university.) and is the winner of over a dozen distinguished teaching awards received there.  He is hilarious, quick, witty, and if you have not had the opportunity to watch his TED talk on happiness take a peek here.     He is a researcher, consultant to Fortune 500 companies and author of The Happiness Advantage: The Seven Principles of Positive Psychology that Fuel Success and Performance at Work.

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Topics: sales leadership, coaching sales people, sales coaching

Coaching Conversations: Facilitating Growth Experiences

Posted by Sarah Wirth

September 24, 2014

In today’s blog, we will address the final component of our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize potential 

Today we are going to further explore the third mental coaching principle of facilitating growth experiences for your team to maximize their potential.

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Topics: growing sales, Motivating Sales Team, Complexity Theory, coaching sales reps

Why sales leadership lose their way?

Posted by Kathy Collins

September 22, 2014


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?


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Topics: front line sales managers

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