Sales Coaching Blog

Excellence Matters: Scaling Sales Team Success

Posted by Kathy Collins

February 8, 2016

You can't fake excellence.  

With the EcSell Institute's next Sales Coaching Summit right around the corner April 4-6th, I was reminded recently how deeply profound and impactful the many speakers we've partnered with over the years were not only while at Summit, but also going forward way beyond those few days spent at Summit.

The presentation that Dr. Bret Simmons shared with us on excellence almost two years ago is a good example of how impactful just one presentation can be. He spoke to us in regards to encouraging and achieving excellence--what is our role and what is our organization's role? The notes from that experience are some that I still review on a time-to-time basis and inspired my blog this week. The following is what I learned and what I've carried forward with me of how to pursue and strive for excellence on an on-going basis:

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Topics: collaborative leadership, Adaptive Leadership, coaching sales people

Attitude Check: How to Refine and Refocus at Work

Posted by Kathy Collins

January 11, 2016

It's a fact that people want to be around others who have a positive attitude.  A good friend recently told me their philosophy that there are two different kinds of employees in the workplace--those who point out problems and those who solve problems.  Being a problem solver also requires a good deal of diplomacy and a positive attitude.  Employees with positive outlooks tend to be more productive due to the fact that they always see opportunity within every challenge presented.  They do not waste time worrying, they put put their energies into more productive activities.  There are many benefits to having a positive work attitude, and many ways to help yourself cultivate a positive work attitude.

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Topics: Career Development, Adaptive Leadership, gratitude

Average Leadership...the #1 Threat to Your Company

Posted by Kathy Collins

April 16, 2015

Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.

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Topics: Catalytic Factor, Adaptive Leadership, coaching sales people

5 Sales Skills You Need in the Workplace

Posted by Kathy Collins

March 18, 2015

Every day we utilize our sales skills in order to advance our company and our customer's businesses.  We often take for granted the importance these same skills have in their ability to advance our own organziation.  According to Russell Sachs, Vice President of sales for Work Market, there are five sales skills that are important in order to implement continuous learning relating to any order to improve your performance and enhance opportunities at work, try your hand at honing these in the spirit of working towards elevated job performance.

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Topics: Adaptive Leadership, Leadership

The Kansas City Royals and the Power of the Collective

Posted by Sarah Wirth

October 27, 2014

I live in Kansas City and, as you can imagine, this town is baseball crazy right now.  Last week, I went to the grocery store on the opening day of the World Series and you would’ve thought everybody was heading to Kauffman Stadium. Absolutely EVERYBODY was decked out in their Royals gear.  It’s been 29 years and the Royals are finally playing in the post-season again, having made it all the way to the World Series!

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Topics: collaborative leadership, Adaptive Leadership, collaboration

Corporate Culture: How it Affects Sales Performance

Posted by Kathy Collins

September 9, 2014

“If you don’t understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define corporate culture, there is no doubt that the performance potential of a sales leadership team is elevated by the corporate alignment of employee values.

The claim that organizational culture is directly linked to increased performance is founded on the perception that good culture plays an important role in generating a competitive advantage over other similar companies.  Likewise, culture will stay linked to excellent performance only if the culture is able to adapt to changes in environmental conditions internally and externally.

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Topics: coaching effectively, Accountability Coaching, Adaptive Leadership, coaching sales reps

Average Leadership...the #1 Threat to Your Company Today

Posted by Kathy Collins

July 24, 2014

Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.

Read More

Topics: Catalytic Factor, Adaptive Leadership, coaching sales people

The High Cost of Low Coaching Performance

Posted by Kathy Collins

June 12, 2014

 

How much does poor leadership cost an organization...you might be shocked!  The process of finding the right leader/coach for your company may be the difference between double-digit profits or closing your doors forever.   The connection between leadership/coaching practices is well researched and presents the largest growth opportunity for organizations today.  Factors that impact sales rep performance and productivity are intrinsically linked to training, coaching and mentoring.

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Topics: coaching effectively, Adaptive Leadership, coaching sales people

Transformational Leadership: 10 Coaching Tips to Maximize Performance

Posted by Kathy Collins

May 29, 2014

There are many roles we take on in the pursuit of transformational leadership, but there is no role or title as important or effective as, “coach.” The ultimate goal of coaching is the process of transforming a person from where they are in their career, to where they have the potential to be. Transformational leaders (i.e. coaches) have the ability to create a lasting impression on their team and likewise create meaningful growth for their organizations from the center outward. In addition to the organization becoming intrinsically better, individuals are found t be more satisfied, productive with a sharp decrease in turnover as a standard. If you are a leader that desires to improve their coaching skills, there are some simple things that you can instill in your work life right away to see instant improvement. 

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Topics: coaching effectively, Accountability Coaching, Adaptive Leadership, transformational leadership

Excellence Matters: Scaling Sales Team Success

Posted by Kathy Collins

April 15, 2014

Kathy-Collins_2014ssYou can't fake excellence.  

Dr. Bret Simmons, an renowned expert in organizational behaviors and management, gave us valuable insight and an education into the mindset of excellence this morning at EcSell Institute's Spring Summit in Charlotte, North Carolina.  The following is a brief overview of some of the best tips and advice we can learn regarding working to achieving excellence.

Tip #1 to achieve excellence: The first important area to consider is are you working in an environment that encourages excellence?  Not just excellence in it's final state...the finish line.  But, instead the process of excellence.  This means that every once in awhile

 we fail, we fall down, we don't get it right.  Are you surrounding yourself with coaches, and coaching your own sales team with the attitude of coaching to excellence in performance.  If not, you may not feel comfortable to take the necessary risks in order to push yourself to achieve a higher degree of excellence in the workplace.

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Topics: collaborative leadership, Adaptive Leadership, coaching sales people

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