Sales Coaching Blog

Re:Think Sales Coaching

Posted by Anna Schott

October 6, 2015

As I looked up the speaker lineup for this year’s TEDxLincoln I became extremely hopeful that I would come out of the day Re:Thinking my community, my work and my world like the theme suggested. It turns out I did and one speaker in particular made me think about our clients and other front line managers who understand and execute our sales coaching methodology as well as those who use our sales coaching cloud, ONE-UP .

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Topics: sales coaching, sales rep motviation, Effective 1:1's, sales manager resources, Manager Platforms, ONE-UP, Sales Coaching Cloud, Motivating Sales People

Sales Coaching: It's the relationship stupid

Posted by Will Kloefkorn

September 24, 2015

Allow me to be blunt; if you don’t know me you can’t coach me. I am fairly confident that this premise also applies to every sales manager/sales rep relationship across the globe. It is a fairly obvious statement, but while that is true, it also makes it very easy to give it lip service as opposed to actual top notch relationship execution. If you are skeptical of this, allow yourself to consider the following questions below:

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Topics: one on one meetings, Sales Manager Tips, sales manager coaching, sales coaching, sales rep peformance, sales performance, five high pay activities, Manager relationships, Manager and Rep Relationship

Sales Coaching: Absolutely Nothing

Posted by Stacia Jorgensen

September 21, 2015

Today, I want to talk to you about nothing. Nothing is on my mind because lately I’ve felt like that is what I accomplish at the end of the day. Not a thing. Do you ever have those days, weeks, or months? I’m talking about the exhausted reflection at the end of the day where you feel like the day didn’t have a single noteworthy achievement despite your best intentions. I hate this feeling. I find it overwhelming and discouraging. I gave it my all today. Why did I accomplish nothing?

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Topics: sales manager, sales coaching, Sale Leaders

Fighting Nature: Can Coaching Help Reps Overcome Their Weaknesses?

Posted by Sarah Wirth

September 17, 2015

Like many parents, I noticed early on that my two children were very different, going all the way back to their infancy.  Our oldest son has always been thoughtful, serious and eager to please.  Our youngest son has always been playful, creative and marching to his own drumbeat.  Even though they’re only 15 months apart in age and are being raised at the same time in the same household, they are very different individuals.  So it’s obvious that it’s not just their environment that is making them who they are, they were simply born with different personalities.

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Topics: Sales Manager Tips, coaching sales reps, sales coaching, sales rep motviation

How to Squeeze the Most from Your Workday

Posted by Kathy Collins

September 15, 2015


I’m a planner. I wake up early, go to bed late and in the middle get a whole lot of everything else done.  Over the years, I’ve developed some daily guidelines that help to keep me moving in the right direction. Here are a few helpful tips that might be helpful to you as well.

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Topics: Planning, Sales Manager Tips, sales leader

Sales Managers: Claim Your Authority

Posted by Anna Schott

September 9, 2015

“It’s amazing what you don’t get when you don’t ask.” - Berney Neufeld

I can wholeheartedly say that I am a waist deep kind of negotiator. I know there are some of you that can relate. You negotiate just enough but if it starts getting confrontational, uncomfortable or too deep then thoughts like, “Get me out of here,” or “Run away!” usually come to mind.

Saying that, I was in need of pep talk to become more confident, learn to have a little swagger and be completely comfortable with myself in these situations. I recently attended one of the many motivating sessions called RISE Lincoln which is designed to connect women business leaders in my community that enables networking opportunities as well as learning from brilliant women who are kicking butt and taking names.

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Topics: Sales Manager Tips, sales coaching, Sales Managers, Sales management coaching, Sales Manager Authority, Management Persuasion

The Most Powerful Sales Coaching Question

Posted by Bill Eckstrom

September 2, 2015

1It is simple, succinct and should evoke great thought.  Whether you are a front line sales leader or a Chief Sales Officer, challenge yourself by answering the following question.

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Topics: sales coaching, sales management skills

5 Coaching Fundamentals Learned From Major League Baseball

Posted by Debbie Menke

September 1, 2015

by Debbie Menke

Director of Field Sales, US + Caribbean, Iredale Mineral Cosmetics

Recently recognized as the EcSell Institute's 2015 New Member of the Year at the 2015 Sales Coaching Summit.

Fundamental #1: Rise early. Go long. 

I grew up a bit of a “baseball brat.” My father, Denis Menke, was a professional Major League Baseball player while I was growing up. After playing, he went on to finish his 40 year career in baseball as a coach. I didn't have a traditional childhood: I watched my father play ball on TV, the Astrodome was my playground, and I hitched rides on the shoulders of big names like Pete Rose and Johnny Bench during the era of the “Big Red Machine” (World Series 1972 with the Cincinnati Reds).

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Sales Coaching: Intellectual Understanding vs Emotional Readiness

Posted by Will Kloefkorn

August 19, 2015

 “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 do something special. However, it is not going to be easy and that is 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, mentality I did begin comprehend what he was saying, albeit still wrong.

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Topics: sales manager coaching, sales coaching, sales coaching mindset, Sales Coaching Metrics

Sales Coaching Research: What Five Words Results

Posted by Stacia Jorgensen

August 17, 2015

The results are in! What five words best describe you as a sales manager?

To give some background here, in a blog I posted a few weeks back, I asked you (all you sales managers out there) to share with me via a web-based mini survey the five words that best describe what you do as a sales coach. This was a simple data collection effort – just five questions that would literally take a minute of your time. Today, I eagerly rubbed my hands together as I jumped into aggregating and analyzing the results.

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Topics: sales leadership, sales coaching

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