The Coaching Effect Blog

The Coaching Effect Blog

    How Your Briefcase Can Make You A Better Sales Coach

    by Stacia Jorgensen / January 20, 2015

    Stacia-Jorgensen1_2014_sA colleague recently directed me to an article titled “The Trick to Being More Virtuous” by Arthur C. Brooks, a contributing writer for the New York Times. The author discusses the idea of moral elevation, or “an emotional state that leads us to act virtuously when exposed to the virtue of others.” In Brooks’ case, he found that carrying a BYU briefcase gifted to him influenced his thoughts, behaviors and interactions with others. While this article’s thesis revolves mostly around the political world, it did create connections to sales coaching and to our place in the world at large for me.

    You can read the article yourself here. It got me pondering a few things:

    First, if I carried around a briefcase that displayed my personal logo – my own marketing image – what would that logo look like? What ideas and emotions would it send to others? And somewhat terrifying, what kind of difference would there be between what I would want that logo to look like and the kind of image my actions would dictate? I’m still pondering this one, especially when it comes to my kids (my most important direct reports).

    Second, a take away for me from this article is that our briefcase, or the virtues we hold ourselves to, can rub off on others. For example, as a parent, I see this everyday. When I’m short tempered to my kids, they’re quicker to bicker with each other. The same applies in our management roles. As leaders, those who work with us read our proverbial briefcase and modify their behaviors and lines of thinking. We set the tone for the work environment. Are we fostering the ideas, such as the ones Brooks suggests – humility, optimism, and flexibility - within our sales team? If the work environment isn’t where you’d like it to be, reflecting on how your briefcase contributed and what you can do to elevate it might just be time well spent.

    Finally, we may understand what being a good sales coach looks like, but what is truly important is that our actions portray this understanding. If you want your sales manager logo to show that you value your sales reps, make sure your actions display this idea. What's even cooler about all of this?  Logos can change!  If you're not satisfied with what your briefcase looks like now, modify it.  Here at EcSell, we have resources, research and tools that can help you make this adjustments in a way that effective and efficient.

    Take a few moments this week and think about what you want your logo to say about you as a sales manager.



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    Stacia Jorgensen

    Stacia Jorgensen

    Stacia Jorgensen brings an array of experiences and invaluable expertise in data collection, analysis, and research reporting to the EcSell Institute as the Director of Research. As part of her role, she leads all research initiatives, the creation of coaching performance assessments, and was instrumental in helping EcSell translate coaching into a series of measurable metrics. Stacia’s goal is to help EcSell’s clients discover actionable insights surrounding coaching effectiveness that allow them to achieve the highest levels of performance. Her research discoveries now provide sales leaders a never seen before view of team performance that is changing how teams are coached, led and managed. Supporting EcSell’s highly collaborative culture, Stacia also brings her analytical and thoughtful perspective to every department within the EcSell organization.

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