Sales Coaching Blog

A New Sales Coaching Best Practice

Posted by Bill Eckstrom

March 31, 2015

Everyone in a leadership role should take the time to look outside of their own market for growth opportunities.  There are so many ways we can grow from learning why and how others do things, for new development ideas can come from anywhere as long as we are bright enough to look and ask for them.  As a result, I feel sorry for those who work for leaders who do not continually stretch their own minds and are open to new ways of growing sales.

Having said that, we should all take the time to dream, to think about the future, look for possibilities of what could be and not just what is

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Sales Coaching: Quality and Consistency

Posted by Will Kloefkorn

March 20, 2015

Perhaps it’s so easy it’s hard. That is the only reason I can think of when considering why sales departments do almost nothing to measure and analyze the consistency and quality of coaching that is occurring in their organizations. Or perhaps I’m not giving the EcSell Institute enough credit, but that is not the point of this post. The point of this message is to focus on looking at sales performance through a different lens to challenge the status quo.

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Topics: sales training, sales coaching, sales management training, sales coaching training

Why We Promote the Wrong Sales Reps into Management

Posted by Sarah Wirth

March 19, 2015

Many sales organizations focus on promoting leaders from the ranks of their current group of reps rather than hiring management from outside. They do this because it can help create a stronger, more consistent culture in their organization, provide their reps with opportunities for advancement and also shorten new leader ramp-up time as products and processes are already known. While there are clearly benefits to promoting from within, it can also be hard to know which sales reps have the potential to become effective leaders.

Usually the highest-performing salespeople are first considered for advancement, as they've displayed the skills necessary to sell successfully, as well as perform at a high level. The data from our Through the Eyes of the Sales Rep survey supports the idea that top individual performers are the ones promoted, because sales managers' individual performer skills are consistently rated more highly by their sales reps rather than their management skills.  However, strong individual selling skills may not make someone an effective manager. Indeed, our research indicates that individual selling ability is among the leadership skills least prized by sales reps.

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Topics: sales management research, sales coaching

5 Sales Skills You Need in the Workplace

Posted by Kathy Collins

March 18, 2015

Every day we utilize our sales skills in order to advance our company and our customer's businesses.  We often take for granted the importance these same skills have in their ability to advance our own organziation.  According to Russell Sachs, Vice President of sales for Work Market, there are five sales skills that are important in order to implement continuous learning relating to any order to improve your performance and enhance opportunities at work, try your hand at honing these in the spirit of working towards elevated job performance.

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Topics: Adaptive Leadership, Leadership

Elevate Your Team's Performance at our Upcoming Sales Coaching Summit!

Posted by Kathy Collins

March 7, 2015


The EcSell Institute it is gearing up for one of the most exciting times of the year--the upcoming sales coaching Summit in Scottsdale, AZ. Our annual Summit is a valuable time to learn from industry thought leaders as well as connect with your peers and gather meaningful takeaways to take back to your organization. It is also a time to pause, refine and refocus our coaching efforts with our team. There are many aspects that make the Summit experience meaningful for the growth of your sales organization, but this week I'd like to list my top 5 reasons to attend this May:

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Topics: Sales Coaching Summit

Sales motivation: Millennials expect coaching

Posted by Will Kloefkorn

March 5, 2015

I was born in 1982 which technically makes me part of the Millennial generation. And when it comes to sales motivation there might not be a more polarizing subject than how to effectively coach Millennials. I mean how do you get through to an entire group of people who are lazy, self-centered, and entitled? Although, I do not believe these characteristics to be at all representative of my generation, they are words that get thrown around by some senior executives and a few grumpy boomers on a routine basis. It is hard to not get into arguments when talking about different age groups and all generations seem to speak with a false sense of bravado when talking about other generations short comings. However the fact is that by the year 2025 Millennials will make up 75% of the global workforce. What does this mean for sales VP’s and front-line sales managers? It means that Millennials are going to make up the majority of your sales teams and you will need to learn how to coach them.

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Topics: Sales Coaching Summit, sales coaching, managing millennials

EcSell's Sales Coaching Summit: Your Flat Tire Fix

Posted by Stacia Jorgensen

March 3, 2015

Recently, I heard a phrase I hadn’t heard before. When talking with a friend, they referred to someone on their work team as a flat tire.

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Topics: Sales Coaching Summit

Motivating Sales Reps to Perform

Posted by Sarah Wirth

March 3, 2015

Motivation is one of the biggest challenges the sales managers face in leading their teams. We teach our sales reps the skills they need to be successful. We give them specific goals and make our expectations clear. We follow up with them to ensure that execution happens. We strive to do all the right things to motivate them to achieve. But still many of our team members don’t follow through. So what are we doing wrong? Why won’t our teams perform? Why aren’t they motivated to achieve?

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Topics: Motivation, coaching sales reps, sales rep motviation

Taking the Coach Mentality Over the Manager Mentality

Posted by Rochelle Carrington

March 3, 2015

By Rochelle Carrington, CEO of Sandler Training

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader.

To be an effective leader you need to be both a coach and a manager, the key is to know when to wear which hat.

Managing:  When you're managing, you're often organizing a project, providing instructions, outlining the end goal for your business and you may find yourself being more directive and task-oriented.   

Coaching:  Coaching, on the other hand, is more developmental and geared toward helping someone solve a problem or issue.      

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3 Simple Reasons Why Sales Managers Should Learn Social Selling

Posted by Amar Sheth

March 2, 2015

By Amar Sheth, Principal & Chief Training Officer at Sales for Life

Keynote Speaker at the EcSell Institute's 2015 Sales Coaching Summit

Social selling is taking a massive leap forward in 2015. In previous years the question at sales meetings was “should we use social media?” The question being asked today is “how do we use social media to drive pipeline and revenue?” and “who should be involved?”

As Bob Dylan said, 'the times they are a-changin.

One of the key stakeholders in ensuring success with social selling is sales management. If success is what you seek, then know that their involvement is non-negotiable. If there is one best practice you should take away from your little time with me, let that be it.

Let’s examine the reasons for this.

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