The Coaching Effect Blog

The Coaching Effect Blog

    Sales Manager Check-Up

    by Anna Schott / June 15, 2015

    new-year-resolutions-2015.jpgTwo years ago a Forbes magazine article stated that around 40% of Americans make a New Year’s resolution and only 8% achieve their New Year’s goal.

    My colleague and president of the EcSell Institute, Bill Eckstrom, wrote an article this past New Year’s Eve focusing on 5 critical questions sales leaders should ask themselves reflecting on the previous year. So now is the time. It’s the mid-year, New Year’s Resolution check-up. It’s painless, I promise.

    Just ask yourself these 5 critical questions:

    1. Over the past 6 months, did I positively impact the lives of those on my team?

    2. If I missed my number last year, am I truly taking responsibility, or am I blaming the sales people, our market, the company?

    3. If I hit my number this year, do I truly understand why?

    4. If I quit and my spot wasn’t filled, would my team still hit goal this year?

    5. What am I going to do differently in the next 6 months to achieve greater results?

    These questions are highly relevant to you today and can paint you a picture of where you were, where you are currently and where you are going. Revisiting goals is something my coach and I regularly do during our 1:1 meetings. Read about the importance of 1:1’s here. By doing this activity on a regular basis, I am more apt to put my work into proactive mode rather than reactive mode. Have you ever heard the saying, “Begin with the end in mind?” If so, you know that there’s always an end goal for you and your sales team. For most, it’s HIT THE NUMBER!

    There are many possibilities, but the bottom line is that having an end vision in mind provides the opportunity for clarity, increased drive and personal growth for the sales manager and the sales team. As our research proves, nothing impacts performance more than coaching; therefore, it starts with the sales management team, not the sales people.

    I would challenge you in the next few weeks to sit down with your sales people and truly understand their needs AND their wants. They are two completely different categories. Make a solid effort to understand their challenges and make sure the end goal is always in mind.

    Be the 8% that achieves a New Year’s Resolution this year. You’ll thank yourself a year from now.



    If the EcSell Institute can help you with any sales management or sales coaching initiatives, please feel free to reach out to us, connect with us on LinkedIn or follow more of our sales coaching blogs. We can help sales departments reach those end goals by working exclusively with sales managers and providing the right resources, tools and best practices to help you HIT THE NUMBER. Reach out today!

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    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."

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