The Coaching Effect Blog

Your Sales Coaching Handicap

Posted by Will Kloefkorn

October 6, 2016

I really enjoy playing golf, but with two kids under the age of five my ability to get in 18 holes has been severely impacted. There is no more golf league in my life and it is rare for me to play a round unless it is part of some type of charity or philanthropic event. Fortunately, for me, when I play in these events I am still able to compete because at the amateur level, the game of golf offers a handicap score which is a numerical measure of a golfer’s potential ability. In its most simplistic form, what the handicap system does is it allows very average golfers (like me) to compete on a level playing field with much better golfers to make the game more competitive. As an under performing golfer, I am thankful for the handicap system because it gives me a chance to be relevant in a game where I am competing with much better players.

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Topics: sales coaching, sales management training, sales coaching training, Coaching measured

Coaching e-book 2.0: It's coming...

Posted by Will Kloefkorn

February 19, 2016

Professionally speaking, nothing is more gratifying to me than to look at my colleagues, and our clients, and know that the work they are doing is impactful, purposeful, and as a result is changing the lives of the people they work with. Building a world-class sales coaching team is not easy for our clients; helping our clients build world-class sales coaching teams is not easy for us. But that is the point, if it was easy everybody would be doing it and then it would be time to move on to something more challenging; we are not there yet, and likely never will be because like our clients, we never see ourselves as finished products, there is always room to improve. Easy is understanding that effective coaching is critical to sales team performance, challenging is putting that belief into execution at the highest level.

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Topics: sales coaching, Coaching measured, Sales Coaching Events, Sales Coaching 101

Sales Leaders: Resolve This Sales Management Issue

Posted by Anna Schott

January 4, 2016

As I’m writing this I have made a list of New Year’s Resolutions that I know I will accomplish a year from now. “How do you “know” you will reach these goals?” you may be asking me. Here is how I’ll respond, “I’m smart.” Okay that sounds arrogant and extremely boastful but let me explain myself . . .

What I mean by “smart” I actually mean S.M.A.R.T. For some of you, this is old news but stay with me. And for others, this is quite intriguing. Here’s what creating S.M.A.R.T. goals looks like:

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Topics: sales coaching, Coaching measured, Sales management issue

Sales Coaching: Be the C-Factor

Posted by Will Kloefkorn

July 2, 2015

As we embark on the 4th of July let us take time to remember one of the most memorable catalytic events of all time, The Boston Tea Party. When the Sons of Liberty decided they were not going to stand for the Tea Act, and decided to throw chests of tea into the Boston Harbor, it forever changed the world and began shaping the great Country we live in today. I am a bit of a history geek so I will spare you the rest of the details and pivot to this statement; almost all meaningful and systemic change is a result of a catalytic event or catalytic individual that drove the change. These events and individuals are represented throughout the timeline of our Country’s history: The Manhattan Project, Apollo 11, Rosa Parks, and Mark Zuckerberg are among a short list of examples.

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Topics: sales leadership, Sales Management, Coaching measured

Sales Coaching Has Arrived . . . for some.

Posted by Will Kloefkorn

June 10, 2015

“The Times They Are a-Changin’” Bob Dylan wrote in 1964.

For sales management, this is a great thing. On more than one occasion in the past month I have heard Senior Sale Executives have an epiphany. Yes, when you have been involved in phone sales for more than a decade you can hear an epiphany. This particular one sounded like a gasp you take at the end of a long day, mixed with a stout punch to the gut. The light bulb has come on!

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Topics: Sales Strategy, sales coaching, Sales Management, Coaching measured

Sales Leaders and Humankind: Ask Hard Questions!

Posted by Anna Schott

May 21, 2015

“You work where?” I was asked numerous times at my recent graduation party.

 “The EcSell Institute.” I’d answer.

 These are examples of how I usually explain what Ecsell does:

“We help sales departments maximize sales, and more importantly how to maximize sales team performance.”

 If I get a quizzical look I dumb it down to this:

“We give sales managers and sales leaders the tools they need to be successful.”

 If I get an intriguing look I’ll add this:

“We have even created a sales coaching cloud called ONE-UP which is able to track and measure high payoff coaching activities which we know cultivates success.”

Either the conversation stops there and him or her realize they don’t know what to ask next, or they pry me for more details about the state-of-the-art work we are doing at EcSell.

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Topics: Vital Sales Performance Metric, Sale Leaders, Coaching measured

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