The Coaching Effect Blog

Why Your Selling Strengths are Your Coaching Weaknesses

Posted by Sarah Wirth

December 9, 2015

Think back to your time of being a sales rep.  At what aspects of the selling process did you really excel?  Was it figuring out a customer’s needs?  Was it knowing when to push or when to back off?  Perhaps it was your tenacious and consistent follow-up with prospects?  Every successful rep has different aspects of the selling process at which they are best and for most people, the areas where they excel came naturally to them.

The great thing about be a natural at something is that it’s easy for you.  But the downside is that it’s often hard to explain what it is you do that makes you so effective.  Consider again what you did naturally well as a rep.  If somebody asked you to explain why you were so good at that particular aspect of selling, could you detail out step-by-step what made you effective?  If you’re like most people, you’d would probably say, “I don’t know, it’s just how I do it.” 

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Topics: sales coaching, coaching, Strengths

Building a Championship Sales Culture:  What You Can Learn from the Kansas City Royals

Posted by Sarah Wirth

November 11, 2015

Your sales team should strive to be like the 2015 Kansas City Royals.  Okay, okay, I live in Kansas City so I might have caught a severe case of world series fever and be spouting nonsense, but hear me out.  If you followed the 2015 baseball postseason, you probably heard time and time again about the never quit attitude of the Royals.  Even when they were down by multiple runs late into the game, they believed they would find a way to win and, more often than not, they did.  Consider this stat – in the 2015 postseason, the Royals scored 40 runs in the 8th inning or later and no other team scored more than five.  The Royals scored eight times the runs of any other team late in the game! This incredible stat shows why the Royals had so many comeback wins – they simply never believed they were out of the game.  And that’s a trait that all teams – whether in baseball or sales – should strive to emulate.

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Topics: sales coaching, coaching, Sales Culture

Sales Coaching Summit: It's Easy. I Like It.

Posted by Stacia Jorgensen

May 5, 2015

I’m going to start using these five little words more often in my daily life:

It’s easy! I like it!

Can these words be life changing? After listening to Scott Bornstein’s kick-off talking to the 2015 EcSell Sales Coaching Summit in Scottsdale Arizona last night, I vote yes. Wait. That doesn’t quite convey my conviction here. I think it’s more accurate if I type YES!

Scott gave a fascinating talk centered on the power we each possess in our own brain, specifically when it comes to memory. Individuals with a good memory stand out in our world. They can command information in presentations and conversations. They make those around them feel important and valued when names are remembered. This power of memory can be grossly important in the sales world when client names and details can make or break us or make us stand out from competitors.

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Topics: sales coaching, coaching, Sales Summit

Sales Management Training: Leave your Ego at the door please

Posted by Sherri Daubert

January 26, 2015

People in powerful positions, such as Sales Managers, tend to dismiss others' advice when making decisions,  a management study finds. Don't let your ego go to your head. Rather, welcome ideas from all levels of your sales organization by embracing a collaborative leadership style.

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Topics: Sales manager training, sales coaching, Sales Management, coaching, sales management training

Sales Management Training: Is it failing you?

Posted by Sherri Daubert

December 18, 2014

Between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why?

Training can be disappointing when months down the road, results return to the same place they have always been.  Sales people are blamed for being highly motivated and energized in the beginning but not being able to sustain that level of momentum.    However, maybe it isn’t about salespeople at all.    Maybe ( gulp) it really is about you, the manager, coach and leader.  

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Topics: Sales manager training, sales training, ROI, coaching sales reps, sales coaching, coaching, sales management training, five high pay activities

Is Coaching Your Sales Reps Like Eating Your Broccoli?

Posted by Sarah Wirth

December 11, 2014

Sarah-Wirth_2014_sIn our constant interactions with sales managers, one of the most frequent topics of conversation is the demand on their time. They are pulled in so many directions – tackling customer issues, meeting rep needs, completing administrative work, attending meetings, etc., etc. In spite of their busy schedules, the majority of sales managers agree that coaching their reps is a key priority. Yet, when you look at how sales managers actually do spend their time, coaching sales reps takes a backseat to other responsibilities. The reasons for this may be numerous, but regardless, there is a disconnect between sales managers’ beliefs regarding the importance of rep coaching and the actions they take.

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Topics: coaching

Sales Coaching: A Tale of a Savvy Sales VP

Posted by Sherri Daubert

November 6, 2014

 

Once upon a time, a savvy sales VP decided she wanted to improve her sales team performance by instilling a company culture of coaching.        A great coach surely would get her people all the latest and very best in sales methodology so she enlisted the aid of the finest sales trainers and consultants in all the land.   They trained, they learned, and the savvy sales VP even went so far as to get an app, where she and subsequently her managers could do on demand coaching with her people through their smart phones.    Very efficient, very techy and very cool.  

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Topics: coaching effectively, executive sales management, innovative technology for sales departments, company culture, women in sales management, coaching sales people, sales coaching, Leadership & Management, coaching, sales team coaching,

Sales Coaching: 4 Leadership Traits of Sales Managers

Posted by Sherri Daubert

October 23, 2014

Sales Organizations are unique in ways that create unique challenges.

According to Harvard Business Review contributor Scott Edinger, and noted in this previous blog post by Kristi Shoemaker, the most difficult leadership position is head of sales.   

Leadership_Image

First of all, in most cases, sales reps are often spread out physically all over the place, since sellers tend to stay close to customers, not to headquarters. Not being all together makes substantive interactions between sales producers, management staff and sales team leaders difficult.

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Topics: executive sales management, front line sales managers, Leadership & Management, coaching

Sales Performance: There really is a magic bullet!

Posted by Sherri Daubert

September 11, 2014

 

Definition of magic bullet: A remedy, especially an undiscovered or hypothetical one, with wonderful or highly specific properties.   

 Does it seem sometimes in sales management that it would be nice to have a magic bullet for the sales performance of your reps?    You know the one quick answer or strategy that you could apply to everyone in your organization and always get consistent results?  Here at EcSell, we understand the way effective sales leaders coach should be unique to every individual on their team.   Still, there are certain human traits like goodness, that when condensed down to a single bullet point could have predictable results and yes be applied to likely each and every single member of your team.

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Topics: sales tools, sales rep peformance, coaching

Sales Coaching: 8 Qualities of a Great Sales Manager and Coach

Posted by Sherri Daubert

August 28, 2014

We all remember sales managers along our career path.     Some were good, some bad and even a few were memorable.    But how many over your lifetime actually fell in the category of being a mentor coach?    The one or ones that actually made a difference in where you are today.  

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Topics: coaching effectively, coaching sales people, coaching, sales team coaching,, sales coaching methodology, sales coaching mindset

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