The Coaching Effect Blog

The Coaching Effect Blog

    Sales Leaders: Resolve This Sales Management Issue

    by Anna Schott / January 4, 2016

    As I’m writing this I have made a list of New Year’s Resolutions that I know I will accomplish a year from now. “How do you “know” you will reach these goals?” you may be asking me. Here is how I’ll respond, “I’m smart.” Okay that sounds arrogant and extremely boastful but let me explain myself . . .

    What I mean by “smart” I actually mean S.M.A.R.T. For some of you, this is old news but stay with me. And for others, this is quite intriguing. Here’s what creating S.M.A.R.T. goals looks like:


    (You can learn more about S.M.A.R.T. goals here or through this EcSell blog post.)

    EcSell has made it our focus to drive home the measurement component of this formula within the sales industry. So much so that we have built a sales coaching cloud, ONE-UP, which is a cloud-based sales growth solution, that implements and tracks a coaching methodology, measures effectiveness, and houses the tools that helps managers grow sales through their sales teams.

    The measurement component is a huge hang-up in sales departments today as well as the personal goals we make in our everyday lives, such as our New Year’s Resolutions. You want to eat healthier? Okay, well how are you going to measure that? Or maybe you want to spend more time with family? Okay, at what frequency and how much time  do you want to spend?

    See how vague these goals are?

    What we know is that measurement is key within the S.M.A.R.T. formula. It’s exactly why the fitbit is all the rage in the health and fitness industry. It’s because it TRACKS AND ANALYZES movement and other personal metrics which makes people more aware of their daily activity. fitbit.jpgAfter they become aware of their activity they can make the next steps to improvement because they now have a benchmark to go by. This idea of measurement isn’t just crucial in the fitness industry but also sports, mental health, education and so much more. One area we’re not seeing measurement implemented though is at the sales management level.That's where we come into play.

    Within this management level we consistently ask sales leaders across the world what makes their highest performing manager great and their poorest manager poor, similar to asking an althletic coach what makes a player great and a player poor. Guess what, sales leaders usually have no idea because they are not TRACKING AND ANALYZING the activities that lead to great management. (Find out what these activities are here.) Unlike executive sales leaders, athletic coaches know the exact execution of activities that make players achieve high levels of performance. So why on earth does the sales manager not have the slightest clue?!

    Here’s the funny part. Managers track what their reps are doing, where they are at and how often they’re doing the tasks asked of them. Where is all this information on the manager? Usually it’s nonexistent because many sales departments are unsure of what the high-payoff activities are that make a great manager; therefore, it’s difficult to track, measure and analyze coaching activities that haven't been implemented through the management level.

    Okay, now that I’ve drilled the importance of measurement within sales teams, it’s now up to you to decide if the goals you’ve created for your management team, or maybe yourself, are S.M.A.R.T.

    If you’re a sales leader and realized that you are not measuring the high payoff activities of your sales managers then you know who to call. And it’s not Ghostbusters or the fitbit support line.

    Here’s to another year full of smart goals, new experiences, challenges and GROWTH. Reach out if we can help you execute against your goals this year.


    If you're interested in more sales coaching research then download this complimentary eBook:

    Free eBook!

    Want to develop you or your management team's coaching skills? Attend our upcoming Summit or Academy:

    Learn More Here!


    previous post The Most Simple Way To Be A Better Sales Manager
    Next Post Sales Coaching: Never too Good to be Great
    Anna Schott

    Anna Schott

    Anna Schott serves as EcSell Institute's Director of Marketing handling all creative, brand awareness, and lead generation initiatives. Her most recent accomplishments include marketing a viral TEDx Talk and Amazon Best-Selling Book, "The Coaching Effect."

      Social Networks

      Subscribe to our blog

      Subscribe to our newsletter