The Coaching Effect Blog

Stacia Jorgensen

Recent Posts

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. 

Read More

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.

Read More

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

Read More

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.

Read More

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. 

Read More

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

Read More

Topics: Leadership Development, Sales Coaching Events, Manager Resources

Management Feedback: Get There!

Posted by Stacia Jorgensen

April 18, 2017

“Your manager is very specific when talking to you about ways to improve your sales skills.”

Sometimes it’s in the world outside of data and research where the most meaningful impact of EcSell's work hits me. This time it was the importance of giving specific feedback to those on your team that you are coaching, leading or managing. 

Read More

Topics: Coaching Resources, Millennial Coaching, Best Practices

5 Ways to Apply Positive Pressure

Posted by Stacia Jorgensen

December 28, 2016

Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth.

First, let’s make sure we’re on the same page when we talk about this pressure or pushing. At EcSell, this is a part of a concept we call the Catalytic Factor, or the C-Factor. Sales managers who have the C-Factor create an environment on their team that propels people into higher performing zones and zones of growth through the introduction of challenges, new experiences, or strain. Here, we focus on two behaviors in this concept: encouraging reps to move outside their comfort zone and stretching a rep’s selling skills and abilities.

Read More

Topics: growing sales, sales leadership, Research, sales coaching

Sales Coaching Research: Why You Want Stress as a Sales Manager

Posted by Stacia Jorgensen

May 17, 2016

Over and over we find in our data that top performing sales managers are viewed by their sales reps as leaders who are at their best when things get stressful. In other words, top sales managers are good at stress. But wait…stress is bad, right? In a recent whitepaper, we dove into the topic of stress and the impact it has on the sales leader role. [You can read the whole paper here] When we combine our research findings with guidance from experts on stress and performance, we start to see stress in a new way. In fact, stress takes on a role where it can have a positive role and be used to your advantage as a sales manager.

Read More

Topics: sales leadership, sales manager, sales coaching, Sales Research, managing stress

EcSell's 2016 New Client of the Year Winner Announced

Posted by Stacia Jorgensen

April 26, 2016

Dun & Bradstreet received the New Client of the Year award at this year’s EcSell Institute Sales Coaching Summit. This award goes to the client that has started working with EcSell in the past year that has demonstrated the greatest collective engagement with the attitudes and behaviors that advance sales coaching.

What Dun & Bradstreet has accomplished in the way of coaching activities since their partnership with EcSell is quite impressive.

A glimpse of the coaching work they have achieved in their first year of engagement includes:

Read More

Topics: Sales Coaching Summit, sales leadership, sales coaching, Sales Coaching Cloud

Subscribe to Email Updates

Follow EcSell

  

Recent Posts

Posts by Topic

see all