Sales Coaching Blog

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.

Read More

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.

Read More

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.

Read More

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. 

Read More

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

Read More

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

Read More

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:

Read More

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

3 Ways Sales Managers Can Become Linchpins

Posted by Will Kloefkorn

March 6, 2018

Our jobs are not going away, but for the slightly above average worker, or any other worker who falls below that standard, the times ahead are going to be tough sledding. This evokes fear in today’s workforce, but not for those employees who Seth Godin calls linchpin’s. According to Godin, a linchpin “feels the fear, acknowledges it, then proceeds”. Embracing the new landscape of our changing business environment, and revamping one’s skill-sets to fit today’s business needs, is a prerequisite for success in today’s economy.

Read More

Topics: sales manager resources

3 Key Takeaways From “Start With Why” That Apply to Sales Coaching

Posted by Will Kloefkorn

February 6, 2018

 
Book Review #5/25

I am a sucker for good openings. As a result, Simon Sinek had my full attention from the beginning of Start With Why. He punches the reader in the mouth on the first page by setting them up to make a false assumption.

He does this by giving the reader detailed information about an event, and sets the reader up to be confident he is describing John F. Kennedy, but in reality, was describing Adolph Hitler.

Read More

Topics: sales coaching, sales coaching mindset, Coaching Resources

3 Key Takeaways From “Sometimes You Win Sometimes You Learn” That Apply to Sales Coaching

Posted by Will Kloefkorn

January 24, 2018

Book Review #4/25 

Losing is hard, but it is especially hard when you unconsciously correlate your loss to your sense of self-worth. Admittedly, this is something I used to struggle with early and often in my business career. I wish that I had read Maxwell’s Sometimes You Win Sometimes You Learn earlier in my career, but as Maxwell’s mentor, the great John Wooden said “It’s what you learn after you know it all that counts”. I guess that is my silver lining, as well as everyone else’s.

Read More

Topics: sales leadership, sales coaching mindset, Coaching Resources

Subscribe to Email Updates

Follow EcSell

  

Recent Posts

Posts by Topic

see all