The Coaching Effect Blog

The Coaching Effect Blog

    Sales Coaching Research: 'Tis the Season for Evolution

    by Stacia Jorgensen / December 9, 2014

    Photo by Hattie Kingsley Photography

    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.

    In their place, we will be introducing a new set of questions aimed to gather data on the concept of Sales Manager Mental Readiness. First presented at our Sales Coaching Summit in October, the ideas surrounding Mental Readiness have been researched and developed by our team here at EcSell. This concept centers on the need for sales managers to be mentally ready, or purposefully thoughtful and behaving in a way that pushes their team to their maximum potential. The behaviors here build off of the base behaviors that we know are crucial to sales performance (like one-to-one meetings) and expand into realms where managers are growing their rep’s abilities through more subtle actions. While less obvious in their execution, manager’s who employ mental readiness techniques develop reps that are more deeply and meaningfully engaged with their manager and prepared for success.

    The Mental Readiness topics to be covered as part of the TTEOTR revisions include the rep’s perception of their manager’s ability to:

    • Shut out distractions
    • Identify and understand the non-verbal communications of the rep
    • Be vulnerable and emotionally accessible
    • Keep and make commitments
    • Ask powerful questions
    • Promote self-discoveries
    • Create ownership for outcomes
    • Leverage and stretch the rep’s talents
    • Help the rep cope with difficult situations

    The beauty of this approach is that it involves evolution, not revolution. While a segment of the survey will change, the majority will remain the same. Longitudinal data is powerful and we see great value in being able to assess a team’s progression between each survey administration. For those of you who value the ability to see change across time for your team, be assured that a large portion of the survey will remain intact.  

    We also see this as a strategic opportunity that will perpetuate year after year. Moving forward, this time of year will be our opportunity reflect on the data that we have collected in the past and make plans for where we would like data to take us in the future. By analyzing and evolving the Through the Eyes of the Rep survey in this way, we can make sure that our data collection efforts evolve with the field rather than stagnate with tradition. We look forward to sharing the results of our revised survey with you and your sales team in 2015.

    For more information about our data collection efforts, how the Through the Eyes of the Rep Survey can benefit your organization, our other advantages that come from partnering with the EcSell Institute, visit us at:

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    Stacia Jorgensen

    Stacia Jorgensen

    Stacia Jorgensen brings an array of experiences and invaluable expertise in data collection, analysis, and research reporting to the Ecsell Institute as the Executive Director of Research. As part of her role, she leads all research initiatives, the creation of coaching performance assessments, and was instrumental in helping Ecsell translate coaching into a series of measurable metrics. Stacia’s goal is to help Ecsell’s clients discover actionable insights surrounding coaching effectiveness that allow them to achieve the highest levels of performance. Her research discoveries now provide sales leaders a never seen before view of team performance that is changing how teams are coached, led and managed. Supporting Ecsell’s highly collaborative culture, Stacia also brings her analytical and thoughtful perspective to every department within the Ecsell organization.