Sales Coaching Blog

One-to-One Meetings: Why they matter and how to do them effectively

Posted by Sarah Wirth

July 10, 2018

According to EcSell Institute research, one-to-one meetings with your reps may be one of the most critical factors in helping them perform. In our Through the Eyes of the Rep survey, we see strong relationships between reps that rate their one-to-one meetings with their managers as effective and reps that rate their managers as excellent leaders, coaches and effective at motivating them to greater sales importance. 

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Topics: Management Activities, Coaching best practices

5 Ideas to Improve Your Team Meetings

Posted by Stacia Jorgensen

June 19, 2018

Previous research by the EcSell Institute has established that top performing sales managers hold team meeting with their sales team on a consistent basis. In addition to suggesting that consistency is important, this research also indicates that the optimal frequency for holding team meetings is monthly.

In this extended white paper we further explore this research by adding an examination of the impact of sales coaching performance on sales rep perception of team meeting value. This deeper look into team meetings adds critical clarity to the impact of team meetings on sales reps and what current sales managers can be doing to increase the effectiveness of their role.

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Topics: team meetings, Coaching best practices

5 Coaching Behaviors that Drive Sales Growth

Posted by Bill Eckstrom

June 16, 2018

Growing sales begins with the sales leadership team, not the sales producers.  So, if there is a desire to grow or continue growing, place more thought, programs and continuing education against the sales leadership team. 

So in that spirit, here are five coaching activities and behaviors our research supports that will help you consistently grow sales: 

1) Treat everyone uniquely:

There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation.  If you have eight people on your team you have eight unique individuals, at least eight different motivators, eight different goals, and as a result, eight different ways to coach.

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Topics: Sales Coaching Behaviors

The Checklist Every Sales Person Should Ace Before Being Promoted

Posted by Will Kloefkorn

May 14, 2018

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.

Personally, I believe this happens for 3 reasons. (1) It is how it has always been done. (2) It's easy and convenient. (3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

For Sales Coaching: What's in the Way IS the Way

Posted by Will Kloefkorn

May 3, 2018

Book Review #8 from Tom Bilyeu's 25-Book Reading List 

Two years ago, in Las Vegas I heard a speaker by the name of Simon Bailey say, “what’s in the way IS the way”. That quote always made a great deal of sense to me and after reading this book it has officially been affirmed. Ryan Holiday articulates a powerful message in this book — the obstacles which you perceive to be holding you back are the hidden catalyst to your growth if you can shift your mindset.

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Topics: Leadership Development, Coaching best practices, Manager Resources

The 2018 Highest Performing Coach and Team Award Winners

Posted by Sarah Wirth

May 2, 2018

At our most recent Sales Coaching Summit, we announced our 2018 Sales Coaching Award winners. Two award recipients were recognized for not only leading their teams to excellent sales results, but doing so through the implementation of coaching best practices that allow their sales team members to grow and flourish. The highest individual honor was bestowed upon 2018 Coach of the Year, Curt Reekers of Orthopedic Solutions Inc.

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Topics: Leadership Development, Sales Coaching Events

The Top 10 Behaviors of High Performing Managers According to Sales Reps

Posted by Stacia Jorgensen

April 23, 2018

One of the most valuable things about our work at EcSell is that we use data as the guiding force for our work. We don’t just guess, use our own personal experiences, or philosophize about the impact of sales coaching. Instead, who we are and what we do is based on empirical evidence.

One of our main sources of data is the EcSell Institute Through the Eyes of the Rep (TTEOTR) survey. Part of this survey asks reps to tell us what they believe their manager does best as a sales manager, or coach as we like to call this role. By analyzing what a rep perceives their manager does best, we have a window into understanding what manager behaviors reps feel benefit them the most. In other words, when we know what behaviors our reps value in their manager, we know which manager behaviors make the biggest impact. 

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Topics: sales coaching, sales rep motivation, sales manager performance

The BEST Leadership Educators for Sales Managers Based on Feedback and Research

Posted by Stacia Jorgensen

March 30, 2018

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Topics: Leadership Development, Sales Coaching Events, Manager Resources

3 Options You Have to Become a "Relentless" Sales Leader 

Posted by Will Kloefkorn

March 28, 2018

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Topics: Leadership Development, Catalytic Coaching, Manager Resources

10 Reasons Why You Should Attend This Sales Coaching Summit

Posted by Anna Schott

March 15, 2018

Sales conferences sound like the most boring events on the planet. There, I said it for you. But quite honestly, EcSell’s Sales Coaching Summit is far from boring. Most attendees leave saying it was the best investment they made for themselves, their team and their organization and some of those people weren't even in sales. Don't believe me? Read the testimonials at the bottom of this blog. 

Here are 10 reasons why our sales coaching summit is unlike any other:

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Topics: Sales Coaching Summit, Leadership Development, Sales Coaching Events, Coaching Resources, Manager Resources

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