The Coaching Effect Blog

Bill Eckstrom

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The Staggering Cost of Bad Management

Posted by Bill Eckstrom

December 5, 2018

At work we have bosses. They are also called managers, directors, executives, regionals, assistant VPs, VPs, and many more titles; however, whenever someone outside of work is hired to help us develop we refer to them as a “coach”. Why is it in athletics they are ALWAYS referred to as a coach?

Experience, research and common sense tell us a “coach” brings differentiated talents and skills, assistance, understanding, more overall development than a “boss” is able to deliver. So, if that is the case why do we even have bosses at work? Wouldn’t we all be better off with coaches?

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Topics: sales management research

What is Sales Coaching?

Posted by Bill Eckstrom

September 21, 2018

And so the articles in HBR, Forbes, Inc., and Fast Company continue...

Blogs in which consultants pontificate on the benefits of coaching in sales seems to have grown exponentially. Everywhere I turn there is something to hear or read on why sales coaching is so important. 

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Topics: sales coaching, sales motivation

The Difference Between High and Low Performing Managers

Posted by Bill Eckstrom

September 13, 2018

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 people 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?

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

Demotivating Managers Are Costing You 9% in Sales

Posted by Bill Eckstrom

August 13, 2018

Let this sink in . . . If a demotivating sales manager has a sales goal of $10,000,000, he or she is potentially leaving $900,000 in sales revenue on the table. Are you okay with that? 

Let's start here: In the business world we have bosses. They are also called managers, directors, executives, regionals, assistant VPs, VPs, and many more titles; however, whenever someone outside of work is hired to help us develop we refer to them as a “coach”. Why is it in athletics they are ALWAYS referred to as a coach?

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Topics: Coaching Resources, Manager Resources, Coaching Rants

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

3 Things to Look Out for in 2018

Posted by Bill Eckstrom

December 19, 2017

Anna Schott, EcSell’s Director of Marketing, has summoned me to write about what our client and non-client community can look forward to in 2018. 

This makes sense, but I found it a bit ironic because I’ve spent so much time in 2017 learning how to be present and find happiness in the moment (more on that in a later communication). Having said that, I would be remiss as a leader to not be dreaming and thinking about how we, through our work, can touch more lives.

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Topics: Leadership Development, Growth Rings

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

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

What Was Learned and Affirmed in 2016

Posted by Bill Eckstrom

December 19, 2016

Another year almost in the books and another review of the past 12 months. At my age (which I’ve alluded to in other blogs, articles, etc.) it’s amazing how much I continue to learn. Yes, I say this every year, but I’m hopeful the journey continues.

So without further ado, below is a sampling of my 2016 thoughts, affirmations and lessons. 

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Topics: sales coaching, sales motivation, Sales Manager Motivation

Comfort Will Ruin Your Life . . . if you let it

Posted by Bill Eckstrom

November 18, 2016

Since my first speaking proposal was already turned down, I might as well be rejected again by an even larger event. As it turns out, sometimes one has to be careful what they wish for.

My primary motivator for applying to the TEDx University of Nevada, Reno had more to do with the topic of my proposed talk and a specific person who could help me live and perpetuate my “big idea”. Social media had me following Dr. Bret Simmons for years.

He has a Ph.D. and is a business management professor at the University of Nevada. I met Bret when he spoke at one of our Coaching Summits and was immediately attracted to his humility, organic friendliness, his forward thinking ideas, and the uncomplicated way he communicated his sage wisdom. Due to the above, I approached Bret and asked if he would consider coaching me if my talk was accepted, and he kindly agreed - hopefully out of mutual respect as opposed to “wow, do you need help…” 

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Topics: Comfort vs. Order

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