The Coaching Effect Blog

Sarah Wirth

Recent Posts

Leadership Lessons from Popular Culture: The Motivational Manager

Posted by Sarah Wirth

May 6, 2019

Most of us can point to leadership moments from movies and TV shows that have inspired us. One of my personal favorites is from Hoosiers. In this movie, Gene Hackman’s character, a basketball coach named Norman Dale, benches a kid during a game for not being a team player.  When another player fouls out, Coach Dale is left with only four kids available.  As the kid that was benched gets up to return to the game, Coach Dale lets him know he should stay put and tells the ref, “my team is on the floor.”

Read More

Topics: Leadership Lessons

Announcing the 2019 Coaching Award Winners

Posted by Sarah Wirth

May 1, 2019

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:

Read More

Topics: Sales Summit, The Coaching Effect

The Ultimate 4-Step Management Training Program

Posted by Sarah Wirth

December 14, 2018

Every organization that has tried to implement a new training program, sales process or service initiative knows that change can be hard. At the outset of a new initiative, we all have the best of intentions that the new ideas we want to implement will take hold in our culture and improve our company for the better. But in fact, research proves that 50-70% of change initiatives fail because they aren’t implemented effectively.

Read More

Topics: Sales manager training

A Sales Coaching Methodology: One Level Up

Posted by Sarah Wirth

November 5, 2018

Millions of dollars and hours are spent each year by sales departments on training, with much of this directed toward teaching sales people a sales methodology and the skills to execute it. So much time and energy is spent here for one simple reason is - because it gets results

However, the best sales methodology and training in the world can lose much of its impact without an effective sales coaching methodology to reinforce it (Tweet this).  Unfortunately, a sales coaching methodology is a foreign concept to most organizations.

Read More

Topics: ONE-UP, Management Activities

One-to-One Meetings: Why they matter and how to do them effectively

Posted by Sarah Wirth

July 10, 2018

According to EcSell Institute research, one-to-one meetings with your reps may be one of the most critical factors in helping them perform. In our Through the Eyes of the Rep survey, we see strong relationships between reps that rate their one-to-one meetings with their managers as effective and reps that rate their managers as excellent leaders, coaches and effective at motivating them to greater sales importance. 

Read More

Topics: Management Activities, Coaching best practices

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

Senior Leaders and Managers . . . Listen Up!

Posted by Sarah Wirth

May 5, 2017

Listening is one of the most important skills a sales manager can possess. According to our research, just the simple act of listening to one's team member can make a manager more effective in the eyes of his or her team. Yet, we are constantly undermining our ability to become a better listener by the thoughts going on in our mind.
 
At our EcSell Institute sales coaching summit, Scott Hunter introduced our audience of sales leaders to the concept of the “the conversation” – the internal dialogue we are always having with ourselves. According to Scott, we are constantly using our past experiences and beliefs to judge and assess our current experiences; therefore, “the conversation” is hard-wired into us at an early age and will constantly impact how we view our world and interact with others. 
Read More

Topics: Leadership Development, Best Practices

The Best Managers Are Annoying

Posted by Sarah Wirth

February 17, 2017

Sometimes my boss really annoys me.

Don’t worry about him reading this – we have a really great relationship, so I’ve said this to his face a few times. Specifically, he annoys me when I’m working on a new project and I think I’ve come up with the right idea, only to have him ask me a bunch of questions that poke holes in my thinking. Just when I think I’ve arrived at a conclusion, his challenging questions put me back at square one – that’s annoying!

Read More

Topics: Catalytic Factor, sales manager performance, Catalytic Coaching

3 Ways to be a Catalytic Manager

Posted by Sarah Wirth

October 27, 2016

My 10-year-old son is a tennis player. He absolutely loves the sport and works really hard at it. Recently, we were talking about the different coaches he has at his tennis club and I asked him which coaches were his favorites. When he gave me two names, I asked him why and his response was fascinating. He said, “I like them best because they push me. The other coaches are really nice, but they sometimes let kids mess around during practice.”

This answer made me smile because it showed me that even a 10 year old knows the difference between nice coaches and those that really drive performance. Just like a young tennis player, we have found that sales reps often prefer a coach that makes them work and improve. At EcSell Institute, we describe these “pushier” managers as having a higher Catalytic Factor (or C-Factor), that is, the ability to push their reps into a higher performance zone.

Read More

Topics: Catalytic Manager

How-To Grow and Develop Sales Reps

Posted by Sarah Wirth

August 18, 2016

More and more of our Through the Eyes of the Rep survey data shows that many sales reps are not interested in moving into sales management. Whether it’s because the reps like the autonomy of an individual performer role, or feel they can make more money as a sales producer, or aren’t interested in coaching others; becoming a sales manager simply isn’t a desirable path for all reps. Therefore, sales managers are presented with the challenge of how-to grow and develop sales reps' careers without leaving their current role.

The only way to plan for career development inside the same sales role is to understand the individual talents, needs and interests of the sales rep. To this end, we encourage each sales manager to conduct an annual career discussion to better understand these individual concerns.

Read More

Topics: sales rep motivation

Subscribe to Email Updates

Follow EcSell

  

Recent Posts

Posts by Topic

see all