One of our favorite parts of the Sales Coaching Summit (now rebranded as The Coaching Effect Summit) is announcing and celebrating our coaching award winners. In sales, there’s lots of recognition of the performance of individual sales people – from internal awards to incentive trips – but little focus is placed on celebrating excellence in sales leadership. Our goal is to change that, so each year we honor companies and people who truly excel, or should I say EcSell, in the coaching and development of sales performers. This year, we celebrated two very deserving winners:
- 2019 Coach of the Year: Harry Hicks of West Pharmaceutical Services
- 2019 Client of the Year: Horizon Pharma
You can find the full press release from this event here.
Harry is exactly the kind of leader that most of us would love to have. Of course, his team achieved great results, as they outperformed their targeted sales numbers this last year, but Harry’s excellence is shown in more than just the numbers.
As a coach, he has created an environment that is equally supportive and challenging. Indeed, as we looked at the feedback from his sales people in his most recent team survey, we saw that 100 percent of his sales team members agree that he cares about them as a person and describe him as an excellent sales coach.
Harry’s excellence is also shown in how his team speaks about him. In a recent team survey, his team members described him as “excellent at communication and follow through” and praised him for his willingness to “always be by [their] side and not run from conflict.” In addition, several of his team members sent videos to thank him for his coaching as part of his award presentation. They noted how Harry helps them prepare for challenging client meetings and also serves as a “life coach” for them, rather than just treating them like he’s their manager.
Horizon Pharma was also recognized as EcSell Institute’s 2019 Client of the Year. Since joining EcSell Institute in 2018, the Horizon Pharma team has been one of our most innovative partners. They’ve been especially effective at tailoring their coaching program to the specific needs of their sales organization. This includes developing specific performance descriptions to help their managers better assess their sales people’s skills and utilizing the data gained from sales call evaluations to guide their training efforts.
According to a recent survey of their team members, Horizon Pharma is also a leader in coaching quality. The remarkable quality of their coaching has made Horizon Pharma one of EcSell Institute’s highest-performing organizations in their overall coaching survey scores.
- 94% of their sales people agree their managers' feedback helps them sell more.
- 95% percent of their sales people agree their managers' one-to-one meetings are beneficial.
- 92% percent of their sales people agree their manager is an excellent coach.
The remarkable quality of their coaching has made Horizon Pharma one of EcSell Institute’s highest-performing organizations in their overall coaching survey scores.
We congratulate both of this year’s EcSell Institute coaching award winners. We also look forward to continuing to celebrate excellence in coaching and encourage all of you to keep checking out our blog or newsletter for additional ideas on how you can develop your own coaching skills this year and beyond. Keep growing your coaching effect and you could be our award winner next year in New Orleans, April 20-22nd. You can learn more about next year's Coaching Effect Summit here.
In the meantime, create your own coaching effect after reading this Amazon Best-Selling book, The Coaching Effect, based on the research of over 100,000 coaching interactions in the workplace: