The Coaching Effect Blog

Do more and meet less

Posted by Sarah Wirth

October 10, 2013

“Work expands so as to fill the time available for its completion.”  This adage was first
written by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take
– but one that is profound when you consider how true it is.  And I don’t think that there is any activity where Parkinson’s Law is more evident than business meetings. 

We all know the grind of having a calendar full of meetings.  There are so many important things on our to do lists – coaching our reps, responding to customer needs, putting together plans to grow our sales, etc. – that the last thing many of us want to do is sit through yet another hour long meeting.  Typically, that’s not because the information shared or things  discussed in business meeting are unimportant.  On the contrary, the content shared is typically very relevant to us and our work.  No, what frustrates us and makes us dread the meeting is that we also know that much of the time will be wasted on unnecessary discussions, debates and redundant information. Meetings per se are not bad, but how they are conducted often is.

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Topics: Best Practice, New Leaders, Planning, sales leadership, Motivating Sales Team, Performance Review, Motivation, Teamwork, one on one meetings, Adaptive Leadership, Success, sales rep peformance, Leadership & Management, collaboration, professional development, assessment tools, top performing sales organizations, time management

How To Keep Your Talent Pool Full. A Recruiting Process.

Posted by Kristi Shoemaker

April 10, 2012

Ask yourself this question: When do you start recruiting your next sales producer? In many instances, sales managers wait until there is a vacancy and then embark on a crazy, mad dash to fill the spot.  Clearly, this isn't the best process. Rather, recruiting should be an ongoing process that everyone on the team is responsible for.

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Topics: Best Practice, talent identification & acquistion, prospecting, assessment tools, ideas for sales leaders

Sales Team Talent: Can Be Acquired By Hope or By Plan

Posted by Bill Eckstrom

March 7, 2012

When asked which of the EcSELL Institute’s 6 Pillars is most critical to sales team success, 97% of executive sales managers from across the country indicate the Identification and Acquisition of Talent as “extremely important” or “important”.  No big surprise.

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Topics: assessment tools, talent identification & acquisition

Through The Eyes of The Sales Rep, Part 1

Posted by Bill Eckstrom

August 10, 2011

Though at times it may not seem this way, healthcare has always been interested in improving the care provided to patients, but what is interesting is defining what "care" means to the parties involved and what is most important to improving that "care". For many years healthcare turned to doctors, nurses and administration, those providing the "care" to determine how it could be improved. Hmmm, did anyone ever think to involve the patient and get their opinion? Did anyone think to evaluate what was important through their eyes?

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Topics: Through The Eyes Of The Sales Rep, assessment tools

4 Hiring Mistakes to Avoid

Posted by Kristi Shoemaker

May 30, 2011

We found this article, written by Tom Harnish, very relevant to sales managers. How challenging is it to hire a sales person who is clearly "selling himself" to you? How do you know if he/she is being real? These four hiring strategies can help you avoid making a bad hire.

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Topics: sales producer, Best Practice, talent identification & acquistion, assessment tools

Client satisfaction DOES NOT EQUAL Loyalty!

Posted by Kristi Shoemaker

April 7, 2011

EcSELL Institute Sales Coaching Summit Session Summary

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Topics: EcSELL Institute Partner, Sales Coaching Summit, sales department assessement, sales coaching, assessment tools, ideas for sales leaders

How to increase close rates w/ ZEBRAs not ZONKEYs

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Pre-Summit Workshop Session Overview

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Topics: Best Practice, sales processes, assessment tools, 6 Pillars of Sales Productivity

Sales Management Lesson from Google

Posted by Bill Eckstrom

March 16, 2011

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Topics: Sales manager training, Engagement, sales leadership, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, Sales Management, sales management skills, coaching, professional development, assessment tools, sales performance, sales leadership best practices, ideas for sales leaders

Emotional Intelligence on the Sales Team

Posted by Jaime Davis-Thomas

December 22, 2010

Emotional Intelligence on the Sales Team

Jaime Davis-Thomas, EcSELL Institute Director of Research & Publications

Emotional intelligence involves “the intelligent use of emotions: you intentionally make your emotions work for you by using them to help guide your behavior and thinking in ways that enhance your results” (Weisinger, 1998).

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Topics: sales producer, Career Development, sales management research, collaborative leadership, Emotional Intelligence, sales leadership, sales coaching, sales rep peformance, EcSELL Institute, Pillars, coaching, professional development, assessment tools

Research Focus: Professional Development in Sales

Posted by Jaime Davis-Thomas

July 8, 2010

By J Davis-Thomas, Research & Publications  

Each month, the EcSELL Institute Research & Publications Team focuses on one of the 6 Pillars of Sales Managment. This time, we're focusing on Professional Development in Sales.

At EcSELL Institute, we know professional development in sales -- management's ability to meet the individual reps' needs related to their own careers -- is one of the drivers of sales productivity. In fact, according to our survey of Sales Managers, 91% of sales managers polled believed that Professional Development strongly impacted the productivity of a sales team. 

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Topics: sales training, Career Development, sales management research, Research, sales coaching, Pillars, professional development, assessment tools, 6 Pillars of Sales Productivity, time management, sales methodology & sales skills development

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