Sales Coaching Blog

Sales Coaching Research: Apply Pressure!

Posted by Stacia Jorgensen

November 23, 2015

Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth.

First, let’s make sure we’re on the same page when we talk about this pressure or pushing. At EcSell, this is a part of a concept we call the Catalytic Factor or the C-Factor. Sales managers who have the C-Factor create an environment on their team that propels people into higher performing zones and zones of growth through the introduction of challenges, new experiences, or strain. Here, we focus on two behaviors in this concept: encouraging reps to move outside their comfort zone and stretching a rep’s selling skills and abilities.

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Topics: growing sales, sales leadership, Research, sales coaching

Sales Coaching: Millennials and McDonalds

Posted by Will Kloefkorn

November 21, 2015

If Millennials can knock McDonalds from the top of the fast food hierarchy, is any business safe from their wrath? In this Wall Street Journal article, the author points out why McDonalds is losing its luster with younger consumers and the findings are quite intriguing to say the least. To be honest, I often think the hyperbole that comes along with generational differences is sometimes overblown. I also believe that while my generation, the millennials, are misunderstood at times, it is incumbent upon us to understand why older generations feel and act the way they do. Understanding generational differences should always be a two way street. However, given the fact that Millennials will make up roughly 70% of the workforce by 2020, this topic is not going anywhere fast. What does this mean for sales departments and sales coaching? Well, a lot quite frankly, but for the sake of this blog I am going to focus on two critical quotes from the article above.

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Topics: Millennials, sales manager, sales manager coaching, sales coaching

Building a Championship Sales Culture:  What You Can Learn from the Kansas City Royals

Posted by Sarah Wirth

November 11, 2015

Your sales team should strive to be like the 2015 Kansas City Royals.  Okay, okay, I live in Kansas City so I might have caught a severe case of world series fever and be spouting nonsense, but hear me out.  If you followed the 2015 baseball postseason, you probably heard time and time again about the never quit attitude of the Royals.  Even when they were down by multiple runs late into the game, they believed they would find a way to win and, more often than not, they did.  Consider this stat – in the 2015 postseason, the Royals scored 40 runs in the 8th inning or later and no other team scored more than five.  The Royals scored eight times the runs of any other team late in the game! This incredible stat shows why the Royals had so many comeback wins – they simply never believed they were out of the game.  And that’s a trait that all teams – whether in baseball or sales – should strive to emulate.

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Topics: sales coaching, coaching, Sales Culture

The Upside of Everything

Posted by Kathy Collins

November 9, 2015

It's a fact that people want to be around others who have a positive attitude.  A good friend recently shared their philosophy that there are two kinds of team members in the workplace, those who point out problems and those who solve problems. I challenge you to be a problem solver. Being a problem solver requires a good deal of diplomacy and a positive attitude.  Employees with positive outlooks tend to be more productive due to the fact that they always see opportunity within every challenge presented--they do not waste time worrying, they put their energies into more productive activities.  There are many benefits to having a positive work attitude, and many ways to help yourself cultivate a positive work attitude. Here are just a few:

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Topics: Sales Manager Tips, sales manager coaching, Leadership, Sale Leaders

Sales Coaching Research: Do Your Sales Reps Trust You?

Posted by Stacia Jorgensen

November 4, 2015

I’m sure I don’t need to go into a lengthy persuasive argument about how important it is for sales reps to have trust in their sales manager. Trust is an important component of any relationship, right? We see this in everything from our relationships with our spouses or partners to our auto mechanic. If trust isn’t present, we aren’t as productive, healthy, or happy as we could be. 

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Topics: sales leader, sales coaching, trust, Leadership, Sales Research

Sales Coaching 101: Be Curious

Posted by Anna Schott

November 2, 2015

I’ve come to the conclusion there are two types of people in this world: those who are curious and those who are not. For instance, 42% of the total percentage of college students will never read another book after they graduate ("Statistic Brain"). As I did more research around this topic I came to the realization that our clients have to be the curious type to work with us. EcSell's clients seem to be the most curious about these three areas:

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Topics: sales coaching, Sales Manager Motivation, Sales Coaching 101

Sales Managers: You Own It

Posted by Bill Eckstrom

October 28, 2015

Let’s begin with an easy exercise… think of the number your sales team has produced this year.  Got it?  Whether or not you want to hear this, the reality is, the number you are thinking of is exactly what you are coaching your team to produce. 

The aforementioned exercise is a wake-up call for many sales leaders, especially front line managers.  So, I’ll now state what will make sense, but is perhaps not so obvious; all sales teams are perfectly coached for the results they produce. 

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What To Look For in Great Sales Coaches

Posted by Will Kloefkorn

October 23, 2015

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles. Personally, I believe this happens for 3 reasons: 1) It is how it has always been done. 2) It's easy and convenient. 3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

Don't Be Afraid To Challenge Your Reps: It's What They Actually Want

Posted by Sarah Wirth

October 14, 2015

My 9-year-old son is a tennis player. He absolutely loves the sport and really works hard at it.  Recently, we were talking about his coaches, as has a few different ones at his tennis club. I asked him out of all of his coaches, who were his favorites.  When he gave me two names, I asked him why those were his favorite coaches and he replied, “I like them best because they push me. The other coaches are really nice, but they sometimes let kids mess around in class. I like the ones that make us work.” This answer made me smile because it showed me that even a 9-year-old knows the difference between nice coaches and those that really drive performance.

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Topics: Catalytic Factor, sales coaching, sales performance

Next Steps: Don't Become Complacent in Your Work!

Posted by Kathy Collins

October 12, 2015

Today is one of those days where I’m all caught up. This phenomenon doesn’t happen that often, but occasionally I check the last item off my list, sit back in my chair and think “whew!”

What to do next?

This is really my danger zone professionally. It’s that moment when I cross a finish line with an initiative, project or area of development.  And on days like today, I just want to rest in the moment of being done for a time.

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Topics: sales leadership, sales coaching, Sales Managers

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