The Coaching Effect Blog

Are you a boss or a sales coach?

Posted by Kristi Shoemaker

March 23, 2011

We found this fun little article which really made us think.  See what happens when you replace the word "leader" with the word "coach".

 Just having a title does not make you a leader (coach), leadership (coaching) is about influence. Title only buys you time to exercise true leadership, and in this time your leadership either increases or diminishes and eventually fails. There is a huge difference between being a boss and being a leader (coach)

“The boss drives group members; the leader coaches (coach leads) them.
The boss depends upon authority; the leader (coach) on good will.
The boss inspires fear; the leader (coach) inspires enthusiasm (and leadership).
The boss says ‘I’; the leader (coach) says ‘we.’
The boss assigns the task, the leader (coach) sets the pace.
The boss says, ‘Get there on time’; the leader (coach) gets there ahead of time.
The boss fixes the blame for the breakdown; the leader (coach) fixes the breakdown.
The boss knows how it is done; the leader (coach) shows how.
The boss makes work a drudgery; the leader (coach) makes it a game.
The boss says, ‘Go’; the leader (coach) says, ‘Let’s go.’“

– Author unknown

At EcSELL Institute we define sales coaching as:

"Creating a leadership culture and guiding individuals and the team to achieve organizational results."

We do not define "leadership" as a postion, rather it is a behavior that needs to be nurtured at all levels of an organization.

Best-in-class executive Sales Managers know that it is the combination of coaching plus managing the tools, process, and technology that generate the greatest lift in performance. It is not what you manage that is most important, it is how you coach the people. That said, the mission of the EcSELL Institute is to provide professional development strategies around sales coaching and managing the 6 Pillars of Sales Productivity.  Let us know if your sales department wants to stop managing stuff and start learning how to maximize the human component of your sales department. Email us at!

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