The Coaching Effect Blog

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:

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Topics: Sales Summit, The Coaching Effect

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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“The Coaching Effect” - An Effect Businesses Can No Longer Ignore

Posted by Anna Schott

January 9, 2019

This week we proudly announced the release of our upcoming book, The Coaching Effect, written by EcSell Institute's very own Bill Eckstrom, President and Founder, and Sarah Wirth, VP of Client Services. 

Both authors have spent over a decade researching the activities, behaviors, and performance of leaders. They’ve studied more than 100,000 coaching interactions in the workplace, primarily of sales teams, and have been able to determine how coaching affects team outcomes and growth. 

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Topics: The Coaching Effect, Bill Eckstrom, Sarah Wirth

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.

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Topics: Sales manager training

The Staggering Cost of Bad Management

Posted by Bill Eckstrom

December 5, 2018

At work we have bosses. They are also called managers, directors, executives, regionals, assistant VPs, VPs, and many more titles; however, whenever someone outside of work is hired to help us develop we refer to them as a “coach”. Why is it in athletics they are ALWAYS referred to as a coach?

Experience, research and common sense tell us a “coach” brings differentiated talents and skills, assistance, understanding, more overall development than a “boss” is able to deliver. So, if that is the case why do we even have bosses at work? Wouldn’t we all be better off with coaches?

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Topics: sales management research

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

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.

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Topics: ONE-UP, Management Activities

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

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