Sales Coaching Blog

Excellence Matters: Scaling Sales Team Success

Posted by Kathy Collins

February 8, 2016

You can't fake excellence.  

With the EcSell Institute's next Sales Coaching Summit right around the corner April 4-6th, I was reminded recently how deeply profound and impactful the many speakers we've partnered with over the years were not only while at Summit, but also going forward way beyond those few days spent at Summit.

The presentation that Dr. Bret Simmons shared with us on excellence almost two years ago is a good example of how impactful just one presentation can be. He spoke to us in regards to encouraging and achieving excellence--what is our role and what is our organization's role? The notes from that experience are some that I still review on a time-to-time basis and inspired my blog this week. The following is what I learned and what I've carried forward with me of how to pursue and strive for excellence on an on-going basis:

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Topics: collaborative leadership, Adaptive Leadership, coaching sales people

Average Leadership...the #1 Threat to Your Company

Posted by Kathy Collins

April 16, 2015

Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.

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Topics: Catalytic Factor, Adaptive Leadership, coaching sales people

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 Leadership: You can learn to be the happiest person you know.

Posted by Sherri Daubert

September 25, 2014

   

 “The greatest competitive advantage in the modern economy is a positive and engaged brain.”

                                                                                                            Shawn Achor

 

 

Shawn Achor, helped design the famed happiness course at Harvard, ( which at one time was the most popular course at the university.) and is the winner of over a dozen distinguished teaching awards received there.  He is hilarious, quick, witty, and if you have not had the opportunity to watch his TED talk on happiness take a peek here.     He is a researcher, consultant to Fortune 500 companies and author of The Happiness Advantage: The Seven Principles of Positive Psychology that Fuel Success and Performance at Work.

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Topics: sales leadership, coaching sales people, sales coaching

Coaching Conversations: Using Powerful Questions

Posted by Sarah Wirth

September 3, 2014

In today’s blog, we continue our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize potential. 

In today’s blog, we are going to further explore the second mental coaching principle of asking powerful questions to drive effective learning.

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Topics: coaching sales people, coaching sales reps, sales coaching mindset

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

What Does It Mean to Be a Sales Coach?

Posted by Sarah Wirth

August 6, 2014

Sarah-Wirth_2014_sOver the last few years, “coaching” has become more and more of a buzzword in the sales management community. As popular concepts of leadership continue to move away from a more authoritative model, many thought leaders espouse the idea of managers acting more like coaches than traditional managers. But what does this term “coaching” really mean and, more importantly, what should coaching look like to really impact the performance of a sales team?

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Topics: coaching sales people, sales team coaching,

Sales Coaching: The Number 1 Mindset of Superstar Sales Coaches

Posted by Sherri Daubert

July 31, 2014

Mindset Number 2 two weeks ago showed us that Superstars define success differently than others do.  Many people view the others around them as obstacles or helpers but superstars look at those people differently.   Others aren't just a means to accomplish their goals: other people are their goal because they want to create success for everyone.   

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Topics: coaching sales people, sales coaching, coaching, sales coaching mindset

Average Leadership...the #1 Threat to Your Company Today

Posted by Kathy Collins

July 24, 2014

Business leaders spend an inordinate amount of time these days trying to understand how to protect an organization from its own demise.  Is a better marketing strategy needed, new product development, adding to your sales force?  Sometimes the answer is right in front of our face. The best way to strengthen an organization is investing in your greatest asset--your team.

Read More

Topics: Catalytic Factor, Adaptive Leadership, coaching sales people

Sales Coaching: Mindset Number 2 of Superstar Coaches

Posted by Sherri Daubert

July 17, 2014

Mindset Number 3  last week showed us that Superstars can work backwards.   Many people approach life with the thought that others can help them solve their problems.  Superstars however reverse that thinking and instead wonder how they might be helpful in solving others.

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Topics: Sales Coaching Summit, coaching sales people, sales coaching, sales coaching mindset

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