Sales Coaching Blog

Sales Management Training: Sales Training Fail Again? Surprise, it may be you.

Posted by Sherri Daubert

December 18, 2014

 

Sales training is a very large business 5 billion in the US alone as estimated by Dave Stein in his published article, “Sales Training: The 120 Day Curse."   Stein also states, between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why? 

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Topics: Sales manager training, sales training, ROI, coaching sales reps, sales coaching, coaching, sales management training, five high pay activities

The #1 Sales Management Strategy for 2015

Posted by Bill Eckstrom

December 15, 2014

“This leaves seven in 10 people in management positions who probably shouldn’t be there at all, and who are actually likely to make their teams worse”.

The above is an excerpt from an article published by Jim Clifton, the CEO of Gallup.

How many sales managers on your team are making their sales people worse?  Hard to know, but let me assure you that if you have a team of sales managers that are accountable for coaching sales producers, research shows that more than half of your managers are inhibiting sales performance.  Said another way, without the manager in place the sales people would likely sell more stuff.  Think about the power of that statement…

Though challenging to comprehend how this staggering stat can be accurate, let’s take a sequential look at how this can occur on any sales team:

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Sales Management: Oversight #1

Posted by Will Kloefkorn

December 12, 2014

If you have been in sales long enough you are sure to have heard Einstein’s famous quote from at least one of your sales leaders, "Insanity: doing the same thing over and over again and expecting different results." This is a legit quote that has a logical and tested premise, but my problem with the quote is that in the sales industry it is most always directed at the sales producer and not the sales manager. This is not necessarily the sales manager’s fault however because it is a sales hiring best practice that is actually insane in this case. What is that best practice? The sales world continues to promote top performing sales reps into management roles blindly without recognizing that selling to customers vs coaching and teaching sales producers to be great are two different skill sets. And worse yet, even if they recognize that selling and coaching are two different skill sets, they still promote top performing reps into management because the internal leadership is not strong enough to explain to the rep why they will ultimately be miserable in a management role. This critical promotion error gets made over and over, day after day in the sales world even though there is an abundance of science out there that supports how “insane” this hiring practice is.

So where should sales departments begin in order to break this viscous cycle of insane behavior? Take a look below.

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Topics: Sales manager training, sales manager development, sales coaching, Sales Management

Is Coaching Your Sales Reps Like Eating Your Broccoli?

Posted by Sarah Wirth

December 11, 2014

In our constant interactions with sales managers, one of the most frequent topics of conversation is the demand on their time. They are pulled in so many directions – tackling customer issues, meeting rep needs, completing administrative work, attending meetings, etc., etc. In spite of their busy schedules, the majority of sales managers agree that coaching their reps is a key priority. Yet, when you look at how sales managers actually do spend their time, coaching sales reps takes a backseat to other responsibilities. The reasons for this may be numerous, but regardless, there is a disconnect between sales managers’ beliefs regarding the importance of rep coaching and the actions they take.

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Topics: coaching

Corporate Culture: How it Affects Sales Performance

Posted by Kathy Collins

December 11, 2014

“If you don't understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define corporate culture, there is no doubt that the performance potential of a sales leadership team is elevated by the corporate alignment of employee values.

The claim that culture is directly linked to increased performance is founded on the perception that good culture plays an important role in generating a competitive advantage over other similar companies.  Likewise, culture will stay linked to excellent performance only if the culture is able to adapt to changes in environmental conditions internally and externally.

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Topics: sales performance, corporate culture

Sales Coaching Research: 'Tis the Season for Evolution

Posted by Stacia Jorgensen

December 9, 2014

This season is often used to reflect on the past months and plan for the coming year. At EcSell Institute, we also see this as a time to organizationally reflect and plan. Our News Year’s resolution is to further our efforts to collect data that is meaningful and helpful to our sales professional colleagues. We plan to do this by making a few modifications to our Through the Eyes of the Rep Survey. This survey offers our clients the ability to collect insightful data about their sales managers directly from their organization’s sales reps. The modifications we plan to make to this survey include the removal of several items where we feel we have culled as much insight as possible. These items have served us well but cover topics where the potential for adding to the literature is limited.

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Topics: Research

Sales Managers: The Real Performance Gap

Posted by Bill Eckstrom

December 1, 2014

His name was Lenny (name changed to protect the actual person) and he was in the sales department at our local Ford dealer here in Lincoln, NE.  I called and had a simple question, but did not expect this response.

I am getting a new SUV and not only that, I am getting the same SUV I currently own, just the 2015 model.  I know the package I want, the color, but outside of a website I have not yet seen the new model in person.  I like owning newer cars; the way they smell, drive, feel, and fewer maintenance issues make it easy for me to emotionally and logically justify the purchase.  So, with that I mind, here is how my call went…

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21-Day Challenge Toward Gratitude

Posted by Kathy Collins

November 26, 2014

The simple act of practicing gratitude has one of the highest ROI’s of any singular action that we take on a regular basis as a sales coach and leader. It costs not a penny; and in turn, results include a higher level of energy, loyalty and employee satisfaction. It is an interesting coincidence that research shows it takes 21 days to begin a new habit…and there are exactly 21 business days between today and December 25th.  It is a perfect time to give your teams the simple gift of gratitude.

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Topics: gratitude

Sales Coaching: Tips from a Motorcycle Club

Posted by Stacia Jorgensen

November 25, 2014

In our blogs, the EcSell team talks a great deal about how to improve your sales leadership and coaching skills. The longer I study the field of sales coaching, the more I am amazed at the far-reaching applications of this discipline.  Whether in your one-on-one meetings with your sales reps, parenting, or leading your motorcycles club, being an effective coach is critical to your success as a leader.  Yes, I just said that sales coaching and motorcycle clubs (at least in Hollywood) are connected. Here’s how:

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Topics: Best Practice

The Importance of Giving Thanks: How Gratitude Drives Effectiveness

Posted by Sarah Wirth

November 25, 2014

This time of year always reminds me to be thankful.   Thankful for my husband and our two beautiful sons. Thankful that I get to do work I love with bright people around me. Thankful for old friends far away and new friends close by. Thankful that I will get to spend the holidays with my family. Yes, Thanksgiving is always a great time to remember things for which you are grateful, but is giving thanks something you do regularly? If not, consider why you should.

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Topics: Best Practice, Engagement, Motivation

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