Sales Coaching Blog

3 Key Takeaways From "Mindset" That Apply to Sales Coaching

Posted by Will Kloefkorn

August 17, 2017

For reasons I can’t fully articulate, sometimes inspiration strikes and propels me to take on a challenge that I once would not have considered possible. Currently, a gentleman by the name Tom Bilyeu, and the work he and his team are conducting at Impact Theory, has become one of my catalysts for personal and professional growth.

Impact Theory’s stated mission is to free people from The Matrix. Said another way, they want to end the poverty of poor mindset. If you spend some time on their site, listen to Tom’s podcasts, entertain the life lessons shared by their guests and open your mind up to growth and learning, you will quickly become inspired and realize that our potential as human beings is merely scratching the surface. 

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Topics: sales leadership, sales coaching, professional development, leadership coaching, growth mindset, growth coaching, executive coaching

High-Growth Coaching in a Facebook World

Posted by Will Kloefkorn

May 18, 2017

Human beings are creatures of habit and routine. When our routines get disrupted we can become uncomfortable, agitated, anxious, and at times down right angry. Don’t believe me? Well, consider this blast from the past article that outlines the initial backlash Facebook received when they rolled out their newsfeed functionality in 2006. Hundreds of thousands of their users were upset about this new feature, boycotts were called for, and user groups were formed in protest. All this dissent in the name of Facebook being innovative and developing their product with the best interests of their users in mind. How dare they!

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Topics: Catalytic Coaching

Senior Leaders and Managers . . . Listen Up!

Posted by Sarah Wirth

May 5, 2017

Listening is one of the most important skills a sales manager can possess. According to our research, just the simple act of listening to one's team member can make a manager more effective in the eyes of his or her team. Yet, we are constantly undermining our ability to become a better listener by the thoughts going on in our mind.
 
At our EcSell Institute sales coaching summit, Scott Hunter introduced our audience of sales leaders to the concept of the “the conversation” – the internal dialogue we are always having with ourselves. According to Scott, we are constantly using our past experiences and beliefs to judge and assess our current experiences; therefore, “the conversation” is hard-wired into us at an early age and will constantly impact how we view our world and interact with others. 
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Topics: Leadership Development, Best Practices

Management Feedback: Get There!

Posted by Stacia Jorgensen

April 18, 2017

“Your manager is very specific when talking to you about ways to improve your sales skills.”

Sometimes it’s in the world outside of data and research where the most meaningful impact of EcSell's work hits me. This time it was the importance of giving specific feedback to those on your team that you are coaching, leading or managing. 

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Topics: Coaching Resources, Millennial Coaching, Best Practices

Why I Shredded My United Airlines Card

Posted by Bill Eckstrom

April 13, 2017

By now most everyone is familiar with the United Airlines tragedy. Yes, it is a tragedy for it needlessly impacted many lives in a negative way, with more to come. At this moment, United is in extreme complexity (very uncomfortable) and they have yet to prove if this will turn into a positive growth experience (watch this TEDx Talk on Order vs. Complexity).

Due to the extreme coverage, there is no need to re-hash details, but there are several components regarding United and the public’s response that have provoked this visceral response from yours truly. 

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Topics: Growth Rings, Coaching Rant, Coaching Resources, Cultural Development

High Performance Coaching is Hard

Posted by Bill Eckstrom

March 7, 2017

EcSell Institute research shows that more than 50% of sales managers knowingly execute less than 48% of the high performance coaching activities that will drive the most sales. The result of this statistic is obvious; sales revenue is left on the table due to the sales manager’s lack of willingness to execute. 

For perspective, how would a President, CSO, EVP Sales, etc. respond to the above stats if they were applied to sales people?  What if they learned half of their sales reps were doing only half of the activities that led to the best outcome? It would be unacceptable, heads would roll, yet in the sales leadership profession this double standard is unknowingly accepted because coaching performance is not measured. How much more would be sold if sales leaders fully committed and behaved like high performance coaches? An additional $4.1 million per manager (read this whitepaper).

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Topics: sales coaching, sales performance, High performance coach, High performing coaches

The Best Managers Are Annoying

Posted by Sarah Wirth

February 17, 2017

Sometimes my boss really annoys me.

Don’t worry about him reading this – we have a really great relationship, so I’ve said this to his face a few times. Specifically, he annoys me when I’m working on a new project and I think I’ve come up with the right idea, only to have him ask me a bunch of questions that poke holes in my thinking. Just when I think I’ve arrived at a conclusion, his challenging questions put me back at square one – that’s annoying!

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Topics: Catalytic Factor, sales manager performance, Catalytic Coaching

TEDx Talk: Why Comfort Will Ruin Your Life (Transcript)

Posted by Anna Schott

February 7, 2017

(Full video transcript from Bill Eckstrom's TEDxUniversityofNevada Talk)

So I was on a roll — I was an executive with a nice salary, annual bonuses and stock options, all the perks. Everything was on track…

And on Monday, January 7th, 2008 at three o’clock in the afternoon, in a small conference room on the top floor of our building, the President of the company wanted to have a quick meeting with me which wasn’t unusual since he was my boss, but the meeting turned out to be even more brief than expected. 

He fired me. 

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Topics: Complexity Science, Growth, Growth Rings

My Tedx Talk Speaking Experience

Posted by Bill Eckstrom

January 23, 2017

This was only going to be written if my Talk was successful, which TED determines by number of online views. Screw that. It was successful because we worked our butts off and did it. Yesterday we won, we all won—every speaker, the TEDx committee, the EcSell Institute team and me. Every audience member’s expectations, almost 2,000 of them, should have been exceeded and if they weren’t, shame on them.

The EcSell Institute continually preaches the obvious, “the performance of individuals and teams are a reflection of how they are coached," and this University of Nevada TEDx event certainly follows that theme. Dr. Bret Simmons, the event’s director, is a rock star. He is the kind of Coach I would (and did) follow into battle. He strategized, challenged, hugged, prodded and loved. As a result of him, the TEDx committee is equally as strong, and combined they made the event the most memorable professional experience I’ve had to date.

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Topics: TEDx Talk, Complexity Science

High Performing Coaches in Athletics and Business

Posted by Will Kloefkorn

January 13, 2017

One of the EcSell Institute’s most renowned summit speakers, sports psychologist Dr. Peter Jensen, has often spoke about how athletics are the best laboratory for sales and sales management. He should know considering he is a coach for the Canadian Olympic team as well as a top-rated instructor in seven programs at the Queen's Smith School of Business, where he helped design the Queen's Executive Leadership Program. I thought about Peter this past Monday when preparing to watch the rematch of last year’s College Football Playoff Championship between Clemson and Alabama.

Allow me to state the obvious, effective coaching and leadership mean everything when it comes to high performing teams at all levels of athletics and business. Growing up and residing still in Lincoln Nebraska, Husker fans have been in search of a great head football coach since Tom Osborne retired many, many moons ago.

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Topics: Sales Manager Motivation, High performance coach, High performing coaches, High performing teams

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