The Coaching Effect Blog

Stacia Jorgensen

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Never Guess the Growth Potential of Your Team Members Ever Again

Posted by Stacia Jorgensen

August 22, 2019

Roughly 65% of people are visual learners. Visual learners understand, absorb, and recall best by seeing information. I’m one of these people. I take hand-written notes to help me remember what I’ve heard in conversations. When faced with most tasks, I jot down to-do items or draw out a quick diagram of what I expect for an end result. If I can see how something works, I almost always have a better understanding of its process.

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Topics: The Growth Rings

Introduce The Growth Rings in Your Next Team Meeting

Posted by Stacia Jorgensen

July 15, 2019

Top-notch team leaders and coaches know that team development meetings are important to building cohesive, high-performing teams. They can be a great way to step away from daily grind activities and focus on often neglected, yet extremely critical work-impacting, topics such as:

  • Developing strategies and work plans
  • Creating shared goals
  • Communicating and building relationships
  • Discovering and shaping (and even repairing) team dynamics 
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Topics: team meetings, Coaching Resources, The Growth Rings

50+ Questions Your Team Members Are Craving to Answer

Posted by Stacia Jorgensen

May 21, 2019

Over and over again in our research, we find that the relationship between a team member and their leader or manager (aka: coachis one of the most important variables that impacts performance. Understandably, we often are asked by leaders how they can be better relationship builders with their team. One of the easiest, most meaningful, and highly effective ways to go about this is by simply asking more questions. 

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Topics: Leadership Lessons

The Growth Rings Indicator

Posted by Stacia Jorgensen

April 29, 2019

The next time you find yourself with a free moment, head over to our newest, interactive content by participating in the Growth Rings Indictor quiz. This is a web-based, survey-like tool developed by the research team at the EcSell Institute and designed to help all types of individuals learn more about their current location within the four Growth Rings. The Growth Rings are based on the concept, originally introduced in the TEDx Talk below, that without some challenge, discomfort, and exposure to new experiences, we limit ourselves from our fullest potential (Tweet This).

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Topics: Growth Rings

The 1% Effect: Managers who coach more, earn more

Posted by Stacia Jorgensen

February 7, 2019

There's a big reward waiting for managers who improve their coaching scores, even by just 1% , which we recently found out in this new research

Many of you who subscribe to this blog are sales professionals who live and breath by numbers and analytics. These numbers are crunched, analyzed, and reported at high levels and agonizing detail with a goal of identifying opportunities to reach maximum revenue attainment. 

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4 Unique Findings of Top Performing Sales Managers

Posted by Stacia Jorgensen

October 16, 2018

Want to hear a joke? What do Nike and top performing sales managers have in common?

They just do it.

Okay, okay. That was a terrible joke, I admit. But at the same time, the thought behind this is actually sound. Recently, I wrote up the findings from some EcSell Institute research on the ways that top performing sales managers work and coach that make them successful.

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Topics: Sales Coaching Behaviors

6 Surprising 1-on-1 Questions Sales Managers Don't Think to Ask

Posted by Stacia Jorgensen

October 9, 2018

According to EcSell Institute research, one-on-one meetings with salespeople 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 sales people that rate their one-to-one meetings with their managers as effective and sales people that rate their managers as excellent leaders, coaches and effective at motivating them to greater sales importance. 

These relationships indicate that one-to-one meetings are one of the most critical activities you can do with your sales people. (Tweet thisRead more about the effectiveness of these meetings in this best practice document

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Topics: one on one meetings, sales coaching, sales coaching activities

5 Ideas to Improve Your Team Meetings

Posted by Stacia Jorgensen

June 19, 2018

Previous research by the EcSell Institute has established that top performing sales managers hold team meeting with their sales team on a consistent basis. In addition to suggesting that consistency is important, this research also indicates that the optimal frequency for holding team meetings is monthly.

In this extended white paper we further explore this research by adding an examination of the impact of sales coaching performance on sales rep perception of team meeting value. This deeper look into team meetings adds critical clarity to the impact of team meetings on sales reps and what current sales managers can be doing to increase the effectiveness of their role.

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Topics: team meetings, Coaching best practices

The Top 10 Behaviors of High Performing Managers According to Sales Reps

Posted by Stacia Jorgensen

April 23, 2018

One of the most valuable things about our work at EcSell is that we use data as the guiding force for our work. We don’t just guess, use our own personal experiences, or philosophize about the impact of sales coaching. Instead, who we are and what we do is based on empirical evidence.

One of our main sources of data is the EcSell Institute Through the Eyes of the Rep (TTEOTR) survey. Part of this survey asks reps to tell us what they believe their manager does best as a sales manager, or coach as we like to call this role. By analyzing what a rep perceives their manager does best, we have a window into understanding what manager behaviors reps feel benefit them the most. In other words, when we know what behaviors our reps value in their manager, we know which manager behaviors make the biggest impact. 

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Topics: sales coaching, sales rep motivation, sales manager performance

The BEST Leadership Educators for Sales Managers Based on Feedback and Research

Posted by Stacia Jorgensen

March 30, 2018

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Topics: Leadership Development, Sales Coaching Events, Manager Resources

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