The Coaching Effect Blog

Enhance Your Career Development Discussions by Incorporating The Growth Rings

Posted by Stacia Jorgensen

October 21, 2019

Great leaders know that completing a Career Discussion with each of their team members at least once a year is an important part of their role. After all, Career Discussions are often the only chance a leader, manager, or coach and their team member have to really take a step outside the daily grind and nagging demands to strategize for that forest instead of just blocking and tackling the trees.

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Topics: Career Development, The Growth Rings

EcSell Client OSI Builds a Sales Team with Growth Opportunities Across the Generations

Posted by Mike Wardlow

March 16, 2016

Guest blog by Mike Wardlow, Distributor-Owner of  Orthopedic Solutions Inc./Arthrex and EcSell Institute client

While the day-to-day operations of running any business are challenging enough, one of the greatest tests every company faces in today’s world is hiring, retaining, motivating, and developing employees despite the generation gap.  With more Millennials entering the workforce and just as many Baby Boomers leaving it, the gap is widening every day.  Businesses must adapt to this cultural shift in employees to bridge this gap.  I would like to share some of the business practices I use at Orthopedic Solutions (OSI) in order to maintain a steady stream of talented, motivated and successful Millennial and Generation X employees alike.

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Topics: Career Development, sales coaching

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

The 2nd Store or Conference Lessons Learned from Eyeglass Shopping

Posted by Sherri Daubert

August 22, 2013

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Topics: Career Development, Sales Coaching Summit, retaining top talent, EcSELL Institute

Are sales leaders mentally lazy?

Posted by Will Kloefkorn

August 9, 2012

By Will Kloefkorn, Sales Manager, EcSELL Institute

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Topics: Career Development, Employee engagement, Motivation, Accountability Coaching, EcSELL Institute, coaching, ideas for sales leaders

Mentoring to effect positive change

Posted by Will Kloefkorn

July 19, 2012

By Will Kloefkorn, Sales Manager, EcSELL Institute

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Topics: Career Development, mentoring, Accountability Coaching, Leadership Development, sales coaching, coaching

What 90% of Sales Managers Do Wrong

Posted by Kristi Shoemaker

January 23, 2012

Your job as a sales manager is to get things done. A study done by academics Heike Bruch and the late Sumantra Ghoshal  from London, investigated what they called "decisive purposeful action." Most companies, far from being hives of busy, effective executives, could instead be seen as "a few isolated islands of action amid an ocean of inaction," the researchers found. Does this ring any bells? Here are the highlights from their study.

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Topics: Career Development, sales management research, Motivating Sales Team, Accountability Coaching

Build a learning culture, see increased sales performance.

Posted by Kristi Shoemaker

September 12, 2011

Leverage Sales Success with Learning
There are only two ways to grow any business in the world today:
1. Grow yourself. 2. Grow your people. Can you say with certainty that you and your sales team are smarter and more skilled today than you were last month? H.R. Chally found that of the four primary reasons why a company chosoes a vendor, the top reason (at 39%) was the competency of the sales person. The following article was written by our friend Mark Sanborn, president of Sanborn & Associates. It highlights the key points in Mark's recent book titled Up, Down or Sideways: How to Succeed When Times are Good, Bad or In Between.  He explains how creating a learning culture can leverage and increase sales performance.

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Topics: Career Development, company culture, sales rep peformance, professional development

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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