The Coaching Effect Blog

Will Kloefkorn

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Read This Before Promoting Your Top Performer

Posted by Will Kloefkorn

September 9, 2019

“We know it’s not the smartest thing to do, but we promote our high performing salespeople into management roles.”

In the words of the infamous Bob Newhart, STOP IT! Everybody knows that this “worst practice” needs to stop, but almost everyone continues to abide by it. Why? Call it laziness or call it lack of discipline, but no matter how you slice it, promoting a great salesperson, or team member, into a management role that does not have both the skill and will to be a high-performing coach has huge implications.

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Topics: Leadership Lessons

10 Takeaways from the "Trillion Dollar Coach"

Posted by Will Kloefkorn

June 19, 2019

“Because the world faces many challenges, and they can only be solved by teams. Those teams need coaches.” – "Trillion Dollar Coach"

Our mission at the EcSell Institute is to create a world where everyone knows what great coaching feels like. The individuals that were fortunate enough to know and interact with Bill Campbell experienced a world like this. The Trillion Dollar Coach is a fantastic new book that focuses on the life and coaching secrets of Bill Campbell.

From his early days coaching football at Columbia, to his time spent at Google, through his later days mentoring and coaching some of the biggest names in Silicon Valley, for free I might add, Bill positively impacted the lives of thousands of individuals and helped them become better people and professionals than they could have without him in their lives.

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Topics: Book Reviews, Leadership Lessons

Why Leaders Should Manage Mindset, Not Skill Set

Posted by Will Kloefkorn

May 9, 2019

Consider the following two questions: 1) On any given day, who do you think about the most? 2) On any given day, who do you have the most conversations with?

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Topics: growth mindset, Leadership Lessons

The ROI of Sales Coaching

Posted by Will Kloefkorn

November 12, 2018

Good news! According to this recent research article from ADT, more and more organizations are starting to realize that investing in their sales managers ability to coach, has a significant impact on sales results. Which begs the question, what type of ROI can we expect from sales coaching?

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Topics: sales coaching

Sales COACH vs. Sales COACHing

Posted by Will Kloefkorn

October 2, 2018

Sales Coach: (n.) Someone who develops processes, relationships and growth experiences to maximize individual and team performance

Sales Coaching: (v.) The act of teaching and helping sales people improve or enhance their skillsets

How effective are your managers in their role as a sales coach? If you are not fully confident about your answer to the question above, it’s time to start putting less emphasis on the action of sales coaching, and more emphasis on the role itself of a sales coach. Shifting this mindset can sometimes be a challenge for sales organizations because for the last three decades all the attention and resources have gone directly to the salesperson in an effort to help them sell more.

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Topics: sales coaching

The Checklist Every Sales Person Should Ace Before Being Promoted

Posted by Will Kloefkorn

May 14, 2018

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.

Personally, I believe this happens for 3 reasons. (1) It is how it has always been done. (2) It's easy and convenient. (3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

For Sales Coaching: What's in the Way IS the Way

Posted by Will Kloefkorn

May 3, 2018

Book Review #8 from Tom Bilyeu's 25-Book Reading List 

Two years ago, in Las Vegas I heard a speaker by the name of Simon Bailey say, “what’s in the way IS the way”. That quote always made a great deal of sense to me and after reading this book it has officially been affirmed. Ryan Holiday articulates a powerful message in this book — the obstacles which you perceive to be holding you back are the hidden catalyst to your growth if you can shift your mindset.

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Topics: Book Reviews

3 Options You Have to Become a "Relentless" Sales Leader 

Posted by Will Kloefkorn

March 28, 2018

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Topics: Book Reviews

3 Ways Sales Managers Can Become Linchpins

Posted by Will Kloefkorn

March 6, 2018

Our jobs are not going away, but for the slightly above average worker, or any other worker who falls below that standard, the times ahead are going to be tough sledding. This evokes fear in today’s workforce, but not for those employees who Seth Godin calls linchpin’s. According to Godin, a linchpin “feels the fear, acknowledges it, then proceeds”. Embracing the new landscape of our changing business environment, and revamping one’s skill-sets to fit today’s business needs, is a prerequisite for success in today’s economy.

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Topics: Book Reviews

3 Key Takeaways From “Start With Why” That Apply to Sales Coaching

Posted by Will Kloefkorn

February 6, 2018

 
Book Review #5/25

I am a sucker for good openings. As a result, Simon Sinek had my full attention from the beginning of Start With Why. He punches the reader in the mouth on the first page by setting them up to make a false assumption.

He does this by giving the reader detailed information about an event, and sets the reader up to be confident he is describing John F. Kennedy, but in reality, was describing Adolph Hitler.

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Topics: Book Reviews

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