The Coaching Effect Blog

How to Create the Ultimate Sales Experience (4-Part Series)

Posted by Bill Eckstrom

March 31, 2020

I was currently asked to be on The Sales Experience Podcast with Jason Cutter. In this four-part series, we covered everything from what it looks like to lead a team to success, the research and data behind how great leaders behave, the difference between managing and coaching, and my favorite, accountability. 

Here is what you can expect to learn in each part of this podcast series:

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Topics: New to Leadership, Coaching Sales People, Best Practices for Leaders & Managers, The Coaching Effect

How to (Remotely) Lead Your Team Members Based on Their Communication Style

Posted by Stacia Jorgensen

March 17, 2020

With healthcare experts encouraging social distancing as a way to slow the spread of COVID-19, we are likely to see a spike in team members working from home rather than heading into the office. And that means greater usage of alternative forms of communication. It’s easy to assume most team members, especially younger ones, would rather just text or email when they need to connect with their manager. The data tells a different story.

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Topics: Employee Engagement, Sales Rep Motivation, Best Practices for Leaders & Managers, Building Relationships, Leadership Research

4 Ways Leaders Can Lead in Difficult Times

Posted by Bill Eckstrom

March 16, 2020

You have been on my mind, all of you. I am referring to those who lead individuals and teams. Why you specifically? Because of a responsibility you inherited when you accepted your role – to help those on your teams grow physically and/or mentally to heights they would not achieve without you in their lives.

And they need you.

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Topics: Best Practices for Leaders & Managers, Building Relationships

The Coaching Effect: Manager Metrics Every Leader Should Be Measuring

Posted by Bill Eckstrom

March 9, 2020

(Adapted from "The Coaching Effect" book.)

If you're a leader you know that "coaching" has always been considered a soft skill, and what differentiates a soft skill from a hard skill is measurability. The way one dresses, their executive presence, social graces, voice intonation, body language, and so on are soft skills because they are not measured nor correlated to performance.

Coaching, however,  no longer fits that definition since it can now be measured and correlated to decreases or increases in performance. For example, when EcSell Institute measures how often a coach does joint work with sales people, how often they have a career discussion, how often they provide feedback, how often they are holding one-to-one meetings, and how effective they are at all those activities, we can then correlate them to performance and draw fact-based conclusions on coaching effectiveness. More on this here

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Topics: Performance Tracking/Analytics, Performance Equation, Assessment Tools, The Coaching Effect, Building Relationships

Measuring Manager Effectiveness Isn't For the Faint of Heart

Posted by Bill Eckstrom

February 12, 2020

In a previous blog, I went in depth on the topic of what makes some managers more effective than others.  The reason we're able to confidently state our findings is because we have the ability to measure the effectiveness managers have on their team members and team performance through The Coaching Effect Survey

Data that measures employee effectiveness is by no means new, especially in sales, where many companies track most every selling activity imaginable through tools such as customer relationship management (CRM)  systems. However, consider the following exchange and think if it applies to your company.

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Topics: Performance Tracking/Analytics, Assessment Tools

Develop Your Leaders the Way You Develop Your Employees

Posted by Bill Eckstrom

December 19, 2019

 

Adapted from "The Coaching Effect"

Why is it that a team can underachieve and then bring in a new manager and achieve significant growth? They altered the input that has the most powerful impact on performance outcomes—the manager. Yet in business, nobody quantifies coaching effectiveness. Executive leaders have forever been viewing incomplete or inaccurate data regarding team performance because they are not looking at the root cause of performance growth — the manager. This is the business version of Moneyball if you've ever seen the movie.

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Topics: Employee Engagement, Leadership Development, Professional Development Ideas

3 Ideas to Incorporate Gratitude Into Your Everyday Life vs. Just the Holidays

Posted by Bill Eckstrom

November 27, 2019

My team deserved better than what I was about to present them.

No, I’m not referring to presenting a power point on EcSell strategy or a keynote presentation on how coaching impacts team performance and growth.  To arrive at work without presenting MY BEST SELF is cheating them and creating unproductive, subconscious growth limiting behaviors in me.

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Topics: The Growth Rings

What Makes Some Managers More Effective Than Others

Posted by Bill Eckstrom

November 21, 2019

Adapted from "The Coaching Effect"

We had many discoveries along the way as we sought to understand what made certain managers, leaders, and coaches more effective than others. These discoveries are the foundation of the coaching methods and best practices that we share in The Coaching Effect,buthereareafewofourmostexcitinginsights:

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Topics: The Coaching Effect

Are You a Coach, Leader, or Manager?

Posted by Bill Eckstrom

November 18, 2019

If your team’s physical environment is bordered with chalked or painted lines, you must be a coach. If your team’s physical environment has cubicles, desks, and conference tables, you must be a manager. If you have the large corner office, you must be a leader. If those on your team wear uniforms you must be a coach. If they wear khakis and polo shirts… I think you get it.

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Enhance Your Career Development Discussions by Incorporating The Growth Rings

Posted by Stacia Jorgensen

October 21, 2019

Great leaders know that completing a Career Discussion with each of their team members at least once a year is an important part of their role. After all, Career Discussions are often the only chance a leader, manager, or coach and their team member have to really take a step outside the daily grind and nagging demands to strategize for that forest instead of just blocking and tackling the trees.

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Topics: Career Development Plans, The Growth Rings

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