The Coaching Effect Blog

Bill Eckstrom

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Develop Your Leaders the Way You Develop Your Employees

Posted by Bill Eckstrom

December 19, 2019

 

Adapted from "The Coaching Effect"

Why is it that a team can underachieve and then bring in a new manager and achieve significant growth? They altered the input that has the most powerful impact on performance outcomes—the manager. Yet in business, nobody quantifies coaching effectiveness. Executive leaders have forever been viewing incomplete or inaccurate data regarding team performance because they are not looking at the root cause of performance growth — the manager. This is the business version of Moneyball if you've ever seen the movie.

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Topics: Employee Engagement, Leadership Development, Professional Development Ideas

3 Ideas to Incorporate Gratitude Into Your Everyday Life vs. Just the Holidays

Posted by Bill Eckstrom

November 27, 2019

My team deserved better than what I was about to present them.

No, I’m not referring to presenting a power point on EcSell strategy or a keynote presentation on how coaching impacts team performance and growth.  To arrive at work without presenting MY BEST SELF is cheating them and creating unproductive, subconscious growth limiting behaviors in me.

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Topics: The Growth Rings

What Makes Some Managers More Effective Than Others

Posted by Bill Eckstrom

November 21, 2019

Adapted from "The Coaching Effect"

We had many discoveries along the way as we sought to understand what made certain managers, leaders, and coaches more effective than others. These discoveries are the foundation of the coaching methods and best practices that we share in The Coaching Effect,buthereareafewofourmostexcitinginsights:

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Topics: The Coaching Effect

Are You a Coach, Leader, or Manager?

Posted by Bill Eckstrom

November 18, 2019

If your team’s physical environment is bordered with chalked or painted lines, you must be a coach. If your team’s physical environment has cubicles, desks, and conference tables, you must be a manager. If you have the large corner office, you must be a leader. If those on your team wear uniforms you must be a coach. If they wear khakis and polo shirts… I think you get it.

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How the Best Leaders, Managers, Coaches, and Teachers Drive Discretionary Effort

Posted by Bill Eckstrom

August 27, 2019

He saw through my juvenile behavior which, according to him, was not masking my ability. And while in his class I was expected to behave like a gentleman, which seemed more achievable to me than getting an “A” on a test. My 8th grade core classes teacher, Mr. Yahnke, saw talent in me that was not only missed by other teachers, but something I certainly didn’t see myself. And as a result, he was about to obtain vast amounts of discretionary effort from me.

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Topics: The Coaching Effect

3 Behaviors Leaders Need to Effectively Coach Through Change

Posted by Bill Eckstrom

July 9, 2019

You’ve all read about it, heard about it and likely tried to implement it.  You intellectually understand the concept and perhaps have seen the benefits.  But very few leaders are emotionally ready to follow through on one of the most basic and challenging growth perpetuating behaviors - coaching through change. How do I know this?  By looking at the data of leaders at all levels who, despite understanding how activity and behavior change will lead to improved team sales results, either consciously or subconsciously continue doing the same things and obtaining the same results.

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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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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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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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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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