The Coaching Effect Blog

Kathy Collins

Kathy Collins is the Vice President of Member Operations at the EcSell Institute

Recent Posts

Habits, Rituals, & Routines from the 2019 Coach of the Year, Harry Hicks

Posted by Kathy Collins

September 4, 2019

I always say if you need something done, ask the busiest person you know. Or, if you want to learn the habits of a successful person, spend time with one to better understand what makes him or her tick.

Harry Hicks is exactly the person the EcSell Institute wants to learn from on how to create daily habits to help drive high-performance coaching.

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Topics: Leadership Lessons, The Coaching Effect Summit

3 Strategies to Maximizing Performance by Broadcasting Happiness

Posted by Kathy Collins

May 13, 2019

Do you broadcast happiness? Do you share good news, support, encourage, congratulate or thank the people in your life? Could you possibly be underestimating the power of positivity?

Each of us could make improvements in this area, and Michelle Gielan’s recent keynote about "happiness" during EcSell Institute’s Sales Coaching Summit (rebranded as The Coaching Effect Summit now) in Charlotte, NC, was just what many of the attendees, including myself, were craving. As a former CBS news anchor and author of Broadcasting Happiness, Michelle's objective was to educate and emphasize the science of happiness by working to create success in sales through positive engagement.

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Topics: Leadership Lessons

5 Quick Sales Coaching Tips

Posted by Kathy Collins

June 13, 2016

Why coach? It's really the same question as 'why lead?' But how best can one sift through all of the information available today for sales leaders in order to find that nugget of information that will enable you to create opportunities for sales growth? It's easy. There are 5 simple coaching activities that can help you drive sales by executing on a regular basis. The motivation for a sales rep to perform all begins with the quality of relationship that he or she has with their manager.

Here are some tips you can easily execute starting today:

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Topics: sales manager coaching, sales coaching, Sales coaching tips

Great Culture Attracts Great Results

Posted by Kathy Collins

May 9, 2016

“If you don’t understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality." Edgar Schein, PhD, (MIT) Sloan School of Management of Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems." Regardless of how it’s defined, there’s no doubt that performance is elevated by the alignment of shared employee values.

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Topics: Leadership Culture, corporate culture

Coaching Difficult Sales People: "Nancy the Narcissist"

Posted by Kathy Collins

April 28, 2016

Sales managers have a clear purpose—to coach their team to hit and exceed their sales number. Research proves time and time again the impact sales managers have on performance. Poor performing sales managers can cost an organization upwards of $20M per year in lost opportunities. The EcSell Institute believes that nothing impacts performance more than sales coaching.

“To coach effectively you don’t treat everyone the same. Everyone responds differently. Some require encouragement and some require increased pressure and challenge. Same goes for management.” - John Wooden

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Topics: sales coaching, sales rep motivation

Sales Leadership Challenge: Thinking outside the box

Posted by Kathy Collins

March 14, 2016

Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard.  Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan.  Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.

As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day.  This pace often pushes us into a state complexity.  The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible.  In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals.  To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team.  In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.

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Topics: Catalytic Factor, Leadership & Management, sales manager, sales management

Excellence Matters: Scaling Sales Team Success

Posted by Kathy Collins

February 8, 2016

You can't fake excellence.  

With the EcSell Institute's next Sales Coaching Summit right around the corner April 4-6th, I was reminded recently how deeply profound and impactful the many speakers we've partnered with over the years were not only while at Summit, but also going forward way beyond those few days spent at Summit.

The presentation that Dr. Bret Simmons shared with us on excellence almost two years ago is a good example of how impactful just one presentation can be. He spoke to us in regards to encouraging and achieving excellence--what is our role and what is our organization's role? The notes from that experience are some that I still review on a time-to-time basis and inspired my blog this week. The following is what I learned and what I've carried forward with me of how to pursue and strive for excellence on an on-going basis:

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Topics: collaborative leadership, Adaptive Leadership, coaching sales people

Attitude Check: How to Refine and Refocus at Work

Posted by Kathy Collins

January 11, 2016

It's a fact that people want to be around others who have a positive attitude.  A good friend recently told me their philosophy that there are two different kinds of employees in the workplace--those who point out problems and those who solve problems.  Being a problem solver also requires a good deal of diplomacy and a positive attitude.  Employees with positive outlooks tend to be more productive due to the fact that they always see opportunity within every challenge presented.  They do not waste time worrying, they put put their energies into more productive activities.  There are many benefits to having a positive work attitude, and many ways to help yourself cultivate a positive work attitude.

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Topics: Career Development, Adaptive Leadership, gratitude

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

December 18, 2015


It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision making process that will enable your organization to be successful?

But, the question should be posed "who exactly are we measuring through data and why are we measuring them?" Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers although we rarely, if ever, measure what activities the manager is performing with their sales reps and at what frequency.

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Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

The Upside of Everything

Posted by Kathy Collins

November 9, 2015

It's a fact that people want to be around others who have a positive attitude.  A good friend recently shared their philosophy that there are two kinds of team members in the workplace, those who point out problems and those who solve problems. I challenge you to be a problem solver. Being a problem solver requires a good deal of diplomacy and a positive attitude.  Employees with positive outlooks tend to be more productive due to the fact that they always see opportunity within every challenge presented--they do not waste time worrying, they put their energies into more productive activities.  There are many benefits to having a positive work attitude, and many ways to help yourself cultivate a positive work attitude. Here are just a few:

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Topics: Sales Manager Tips, sales manager coaching, Leadership, Sale Leaders

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