The Coaching Effect Blog

The Coaching Effect Blog

    Research: Exploring Sales Leadership Through Research

    by Stacia Jorgensen / June 10, 2014

    Stacia-Jorgensen1_2014_sOne of my favorite classes to teach at the college level is Research Methods.  This course is typically a precursor to the oft-dreaded Statistics class. The two go hand-in-hand. A Stats course teaches you how to analyze data.  Research Methods teaches you how to gather this data.   If you want to have great numbers to crunch, you need to know what to do in order to make sure you are collecting the highest-quality data possible.

    One of the many reasons I love teaching this course is that I find the majority of students walk away with a deeper understanding of the dynamics and interactions around us. I’m guessing many educators say this, but I am passionate about this as an outcome for this course. You become a savvier consumer of information and gain the ability to better discern the quality of the information we are bombarded with each day.  When you read a news article, see a political ad, or try to make sense of any findings being fed to you, research methods students are better able to vet our what is pretty good information and what is garbage. 

    Second, your brain is trained to think about everyday thoughts and actions in a more precise way.  Rather than just moseying through your day, you start to more deeply examine social experiences.  After all, in order to collect data on a phenomenon, you need to be able to break that phenomenon down into parts, examine it, and piece that puzzle back together. Here is where I think this area of study gets really interesting.  When you take this closer examination, you start to see how things like experience, environment, and time can play a role in how we understand and participate in the world around us.  A research methods perspective nudges you to see that relationships and patterns are everywhere, connections are rampant, and cause and effect is alive and well. Ours world and our professional field is constantly morphing and the potential for learning is exponential. We can be explorers is modern times.

    Here at EcSell, we most definitely see ourselves as explorers.  There is unchartered land out there!  As we strategize our upcoming research projects, we feel we have some fabulous ideas of what to study in order to take our understanding of sales leadership to the next level. I won’t tip or hat fully here, but I will say that our ONE-UP sales coaching cloud will provide you with invaluable data.  Our ability to map new territory in our current understanding of sales leadership is vast. We are excited about the research directions this expedition will take us. 

    To conclude, I invite you to share with us: where would you like sales leadership data to take you?  What questions arise when considering your experience, environment, and place in this point in time?  We all are actively exploring the world around us.  What are your thoughts?  Let us know in the comments.

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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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