Sales Coaching Blog

You DO have time to coach... you just have to take it

Posted by Sarah Wirth

July 14, 2015

In talking with hundreds of sales managers, there are many reasons why they don’t spend more time coaching their sales teams. Sometimes they don’t know how to coach effectively. Sometimes they don’t know which coaching activities to do. Sometimes they don’t enjoy coaching as much as they enjoy other aspects of their work. Yes, there are certainly lots of reason for not coaching more. However, there seems to be one reason that I hear most often… “I don’t have enough time to do all this coaching.”

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Topics: sales coaching, time management, Sales leader time management, priorities

Five Coaching Tips that Drive Sales Growth

Posted by Bill Eckstrom

July 14, 2015

Not a lot of set-up or fluff to introduce these research supporting coaching activities and behaviors.  So, in that spirit, here you go…

  1. Treat everyone uniquely: There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation.  If you have eight people on your team you have eight unique individuals, at least eight different motivators, eight different goals, and as a result, eight different ways to coach. This is not to say those on your team don’t adapt to you as well, for there are some behaviors that dictate culture you may deem as non-negotiable.  Consider honesty, candor, work ethic, urgency, goal achievement, etc. as areas where standards are lived by you and expected from all on your team.
    Tip:  Ask everyone to fill in a goals sheet that includes discussions around professional and personal goals.  Here is an example.
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Sales Managers: Stop Waiting for the “Right” Time

Posted by Anna Schott

July 14, 2015

Do you ever “know” you should do something but it’s just not the “right” time? Maybe it’s that project your significant other is nagging you to finish, trying a new hobby or maybe starting a business. Either way, it’s just not the “right” time to accomplish it. So when is the perfect time?

You’re not alone. I’ve been meaning to write a blog about this specific picture from our 2015 Sales Coaching Summit two months ago. Clint Longenecker, one of America’s leaders in the area of rapid performance improvement and the Stranahan Professor of Leadership and Organizational Excellence in The College of Business and Innovation at The University of Toledo, wrote this on a poster at a breakout session in early May. Personally, I find so many emotions evoked from this statement, though it’s taken me until now to write about it.

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Topics: Sales manager training, sales management skills, Sales manager effectiveness, Sales growth timing

Sales Coaching Research: What Five Words Are You?

Posted by Stacia Jorgensen

July 7, 2015

 Tell me something. As a sales leader, what’s your job? If you had to sit down and briefly tell someone what you do and what you are responsible for, what would you say? Better yet, think of it in even more direct manner.

If you had to describe your role as a sales leader/sales manager/sales coach in only five words, which five words would you choose?

Because I’m a nerdy social researcher and I love a good data collection effort, I’ve even made a little survey spot where you can tell me.

Click here to anonymously tell me the five words that describe your role.

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Topics: sales coaching, Sales Management, sales management training, Sales Research

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

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