The Coaching Effect Blog

The Coaching Effect Blog

    Sales Coaching in 3 Steps

    by Stacia Jorgensen / April 14, 2015

    I have to brag. Last week, my bracket won my neighborhood’s NCAA college basketball bracket competition. My winnings were a pair of Utah Jazz basketball tickets and I happily sent my husband and son off with them to stuff themselves with concessions junk food. Regardless of the win, the real joy of March Madness is watching the games with my 8-year old son. He’s such a sports nut that he takes in every second of every game. At the end of the Kentucky versus Notre Dame game, he was asking how Notre Dame could have knocked off a number one seed with a perfect record. His logical brain just couldn’t compute this upset. My husband quickly offered the explanation that sometimes the raw talent of the team members and the outcome of previous games don’t really matter. He talked to him about how the coach can trump just about any other factor. His 8-year old brain processed this for a minute and then asked, how can the coach make that big of a difference?

    This simple question turned into a 30-minute, 8-year old level conversation about the importance and qualities of a good leader. This same phenomenon – the game changing ability of a good leader – isn’t just found in the sports arena. Coaches are also game changers in the sales world. Through research and experience in the world of sales management, we know that the leader can make all the difference. This philosophy of how crucial the role of the manager is to the success of a sales team is at the core of the work we do at EcSell. You can learn more about this philosophy by reading this interview with Bill Eckstrom here.

    Back to my 8-year old…how do you breakdown all the intricacies of what it takes to be a good coach in digestible way? In my book, all you need are three simple steps:

    1. It takes preparation. Having the skills and game plan for what you need to do for each individual on your team isn’t something that falls out of the sky and into your lap. You need a plan. You need a strategy. Will lays out some great pointers for developing this strategy here
    1. It takes execution. Sure, you have a great plan. Your intentions are noble. None of this matters unless you can execute in the game. We know the activities that are most impactful when it comes to coaching for sales performance. Kathy lays some key ones out for you here. When the day is hectic, the weather outside is nice, and your team is chugging along at a pretty good level, are you willing to put in the work of execution to get to a pretty great level?
    1. It takes honest reflection. We win some games. We lose some games. Every game, however, is a complete loss if we don’t do some honest reflection on our performance. We need to take purposeful steps to review what we have done and where it has taken us. Even better, tracking the work that you have done through data can be an invaluable platform for assessing your coaching execution. The usefulness of data to understand where we have come from and where we want to go is one of the reasons we’re so excited about our OneUp Sales Coaching Cloud.  

    We also know that great coaches need support, too. Improving ourselves doesn’t happen in a vacuum. Our EcSell Institute Sales Coaching Summit is an excellent resource to help you improve your sales coaching plan, execution, and assessment. Come join us next month and make yourself the game-changer coach.

    Want to learn more about our who we are and what we do?  Check us out at: http://www.ecsellinstitute.com

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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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