Coaching Methodology

Nothing Impacts performance more than coaching

Our Methodology

Our coaching methodology is most successfull when done wholistically, not on a one-off basis.

Measurement

Our cutting-edge survey gives executive sales leaders a benchmark that allows them the access into how well (quality), and how often (quantity), their sales managers are coaching by asking the organization’s sales reps to provide feedback on their experiences with their front-line manager.

Education

EcSell will lead an academy with your team's front-line leaders where they will learn more about coaching than they have in their entire management career. Managers will leave with a deeper understanding about the impact of coaching, the activities proven to grow sales and coaching best practices.

Implementation

This is your unique coaching playbook which ensures that the education and training just learned is on-going and reinforced. Without this effective follow-up strategy, your money and time spent on measuring and educating your front-line leaders is wasted.

Track & Analyze

The ONE-UP sales coaching cloud provides sales leaders a highly scalable way to implement and track coaching effectiveness of the manager. Without measuring the  activities known to drive sales, managers have no way of knowing how to improve.

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6283
Surveyed Sales Reps
1348
Coaching Resources
1989
ONE-UP Coaching Cloud Users
75567
Documented Coaching activities

Client Testimonials

Our clients improve sales year after year. Here's how the methodology has impacted their success.
"The feedback we've received from the team about working with you has been great. When asked to describe their time with you, we heard: extremely valuable, timely - we needed new material, refreshing, invigorating and energizing. You should have heard them quote some of the statistics you conveyed to us, it was almost verbatim. You spoke words and provided information in a manner we grasped, embraced and will take away with us.

Another indicator that they were engaged - we've already been asked when they will receive the flash drive with contents from the academy!"
Sue Sichler
National VP of Sales at New Home 2-10 Home Buyers Warranty

"I want to let you know that it’s been great working with your team. They have added value along the way and are very professional and responsive in their interactions with the West team.

I feel like we are in good hands with them, especially with Sarah during the monthly calls.

Lastly, we are working hard to be sure we show results and I am glad they are part of this effort."

John Kowalczyk
Sales Operations Manager at West Pharmaceutical Services

"I've watched too many organizations promote their top rep to manager only to have them descend into mediocrity. The EcSell Institute provides a way for you to avoid this costly mistake. 

Bill Eckstrom and his team are thought leaders in sales coaching.  I've worked with them for over three years and I've seen first-hand how their research based programs deliver the discipline and structure that sales managers need to be successful.

Lisa Earle McLeod
Bestselling Author of Selling with Noble Purpose I Sales Leadership Expert President at Forbes.com I McLeod & More, Inc.

"Our organization became a member of the EcSell Institute because we know that continuing education is not only essential, it is an on-going process. 

Our market, like many others, is highly competitive and the EcSell Institute helped us ensure our sales managers stay current with the latest proven sales management techniques and strategies." 

Tom Hansen
Owner at Dultmeier Sales
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Here's an example of an organization who executed against our methodology 
Client Case Study