The Coaching Effect Blog

How to (Remotely) Lead Your Team Members Based on Their Communication Style

Posted by Stacia Jorgensen

March 17, 2020

With healthcare experts encouraging social distancing as a way to slow the spread of COVID-19, we are likely to see a spike in team members working from home rather than heading into the office. And that means greater usage of alternative forms of communication. It’s easy to assume most team members, especially younger ones, would rather just text or email when they need to connect with their manager. The data tells a different story.

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Topics: Employee Engagement, Sales Rep Motivation, Best Practices for Leaders & Managers, Building Relationships, Leadership Research

4 Ways Leaders Can Lead in Difficult Times

Posted by Bill Eckstrom

March 16, 2020

You have been on my mind, all of you. I am referring to those who lead individuals and teams. Why you specifically? Because of a responsibility you inherited when you accepted your role – to help those on your teams grow physically and/or mentally to heights they would not achieve without you in their lives.

And they need you.

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Topics: Best Practices for Leaders & Managers, Building Relationships

4 Best Practices for Giving Better Feedback

Posted by Sarah Wirth

June 10, 2019

One of the most important things a manager can do to help their team members perform better is to coach them to improve their selling skills. Sales training is a critical first step in building a team member's selling skills, but without consistent coaching and feedback from a manager to support that training, the development of those new skills will stagnate.

To deliver the most effective feedback, try these tips:

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Topics: Best Practices for Leaders & Managers

Senior Leaders and Managers . . . Listen Up!

Posted by Sarah Wirth

May 5, 2017

Listening is one of the most important skills a sales manager can possess. According to our research, just the simple act of listening to one's team member can make a manager more effective in the eyes of his or her team. Yet, we are constantly undermining our ability to become a better listener by the thoughts going on in our mind.
At our EcSell Institute sales coaching summit, Scott Hunter introduced our audience of sales leaders to the concept of the “the conversation” – the internal dialogue we are always having with ourselves. According to Scott, we are constantly using our past experiences and beliefs to judge and assess our current experiences; therefore, “the conversation” is hard-wired into us at an early age and will constantly impact how we view our world and interact with others. 
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Topics: Leadership Development, Best Practices for Leaders & Managers

Management Feedback: Get There!

Posted by Stacia Jorgensen

April 18, 2017

“Your manager is very specific when talking to you about ways to improve your sales skills.”

Sometimes it’s in the world outside of data and research where the most meaningful impact of EcSell's work hits me. This time it was the importance of giving specific feedback to those on your team that you are coaching, leading or managing. 

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Topics: Best Practices for Leaders & Managers

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