Sales Coaching Blog

Remarkable Coaching: A Conscious Choice

Posted by Bill Eckstrom

February 26, 2015

“Most people will choose the route that is safe and secure because that is the normal choice.  Normal, expected choices lead to a very normal life and career.  A remarkable career is available for everyone willing to give him or herself permission to choose the unexpected and deviate above the norm.”

            Owen Roberts, GM Microsoft Licensing

A powerful message, a message that should resonate with many, but sadly won’t.  Perhaps some naturally select a more complex route, one where the outcome is not so well defined.  And, based on my subjective views it would appear those who chose this remarkable path, for them the journey began when they learned something new. They heard a message, listened to a mentor, attended an event—they put themselves in a position to learn something remarkable!

How about you?  How long has it been since you’ve done something remarkable in your career?  How long has it been since you’ve chosen the path less travelled, made a decision that ruffles feathers, made a conscious choice to learn something new that will change a behavior or thought?

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5 Reasons to Attend EcSell's Sales Coaching Summit

Posted by Kathy Collins

February 19, 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 Coaching Research: Start Backwards

Posted by Stacia Jorgensen

February 17, 2015

Start backwards. This is probably the most crucial piece of advice I can give to someone working with and needing to report back information. Begin from the end – sounds a little funny, I know.

Here's what I mean by start backwards.  Before you jump into either analyzing or (especially) collecting your own data, take a few minutes to map out your data goals. When all is said and done, what do you want to be able to say, answer, or display? This is such a simple exercise that it often is overlooked and rarely explicitly carried out.

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Topics: Research, sales coaching

Sales Coaching Summit: Professional development for the best

Posted by Will Kloefkorn

February 10, 2015

What do top performing athletes, CEO’s, and sales leaders all have in common? Actually, they share many desirable characteristics, but perhaps none more important than a deep thirst for improvement and personal development. Perhaps it is a bit counterintuitive, but the people who excel at the highest levels of their professions are generally the first people to raise their hands when it comes to the opportunity to get even better at what they do. Take this article on Tom Brady, who as you know is coming off winning his fourth Super Bowl. Or consider this article from Forbes on how CEO’s are leveraging coaching and professional development to increase their skill sets and in turn their bottom lines. The sales management world is no different and there is an opportunity for sales departments to focus on professional development for their sales leaders.

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Topics: Sales Coaching Summit, sales coaching, Sales Management, Sales Coaching Effectiveness

Sales Reps Recruiting: Looking for the Right Personality Traits

Posted by Chuck Smith

February 9, 2015

By Chuck Smith, President of New Hire

It’s a never-ending debate and a never-ending topic of interest. Who are the best Sales Reps and what characteristics do they share?

I believe that “pleasant persistence” should be a key behavior characteristic in the Sales Reps we hire. How do I define this trait? It is a willingness to engage in repeated interactions with many, many people in a way that communicates that the Sales Rep simultaneously values the prospect’s time and values the product/service the Sales Rep is selling.

This stance contradicts certain conventional wisdom. Many people believe that the best sales people are aggressive and extroverted, often called “Hunters” who eat what they kill. This makes the prospect “game!”

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Topics: sales rep peformance, behavior assessments

What I Would Have Done Differently in my First Role as a Sales Manager

Posted by Bill Eckstrom

February 6, 2015

“My biggest concern is that I’ll take a job with a company or go to work for a boss that doesn’t have the same emphasis on coaching and development like EcSell teaches”. 

It’s working.  If my 22 year old recently graduated daughter recognizes the benefits of how great coaches impact not just performance, but overall happiness with a job, I figure our members must certainly get it.

She’s moving to New York City in two days, and because I leave town tomorrow I had to say goodbye last night.  We had a lovely dinner, my wife, daughter and me; shared stories, drank a little wine and did everything I could to keep the conversation fun and not overly sentimental--not because I don’t like sentiment, quite the opposite.  I just didn’t want to look like a blubbering, crying idiot in the restaurant. 

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Leadership Challenge: Pursuing a Fresh Perspective

Posted by Kathy Collins

February 5, 2015


Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard.  Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan.  Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.

As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day.  This pace often pushes us into a state complexity.  The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible.  In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals.  To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team.  In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.

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Topics: Catalytic Factor, Leadership & Management, sales manager, sales management

Help Others Win

Posted by Tony Jeary, The RESULTS Guy

February 4, 2015

When I was a kid, my dad taught me the most important busi­ness principle of my life: “Give value: Do more than is expected!” It is the foundation of my success; and in fact, my entire business centers around helping my clients win often by giv­ing value and doing more than they expect.

I really believe that if people would live their lives looking for ways to give others more than they expect, they would attract more, enjoy more, and become more. New opportunities would follow, time and time again. By exceeding expectations, you position in people’s minds that you are a person they want to be around, do business with, and do life with.

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Topics: Exceeding Expectations, Giving Value, Impacting Others

10 Reasons to Spend More Time Coaching Your Reps

Posted by Sarah Wirth

February 3, 2015

According to an EcSell Institute study of sales leadership, both front-line sales managers and the VPs to whom they report agree that more time should be spent coaching sales reps.  Yet, time and time again, sales managers either choose to or are pushed to spend their time on other, less critical activities.  If you want to grow your sales, this has to change.  Check out the reasons why you should spend more time coaching:

  1. Coaching increases motivation – EcSell Institute research shows that a rep’s motivation to sell increases in relationship to how highly they rate their manager’s coaching skills. This relationship indicates that coaching is one of the most significant things you can do to drive their reps to sell more.
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Topics: sales coaching, sales rep motivation

What Makes a Great Sales Leader?

Posted by Dr. Clint Longenecker

January 30, 2015

By Dr. Clinton O. Longenecker

Stranahan Distinguished Professor of Leadership and Organizational Excellence

The University of Toledo

Wherever I travel these days everyone is talking about leadership! And it doesn't matter what type of organization or industry or organizational level. Leadership is the hottest topic in organizational America. And for good reason, as leadership has been shown empirically to have a direct impact on such key organizational performance variables productivity, teamwork, employee development, problem solving, effective organizational change, creativity, and yes, sales revenue just to mention a few.

There's lots of definitions for the word leadership but I like this one: “a leader is someone who makes positive things happen and gets results with and through people!” So as a person who studies leadership for a living here is an important question for you: “Who is the best sales leader that you’ve ever worked for during your career and what was it that made this leader so great?”

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Topics: Leadership, Sales Management Leadership

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