The Coaching Effect Blog

Sales Coaching: Another Reason It Matters

Posted by Stacia Jorgensen

March 23, 2016

This past month, I learned a valuable lesson. It’s quite a simple lesson. It’s so simple, in fact, that I think its sheer simplicity makes it easy to overlook.

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Topics: sales manager, sales leader, coaching sales reps, sales coaching, sales rep peformance

A New Year, A New Challenge:  Help Your Reps Embrace the Change that 2016 Will Bring

Posted by Sarah Wirth

January 13, 2016

The start of a new year is often a time of change for sales teams.  You most likely have a new sales goal, probably a new sales focus and maybe even a new corporate strategy.  While some reps may quickly embrace the changes on your team, others may be frustrated by being asked to do things differently or more aggressively than they ever have before.  So how can you motivate your sales team to embrace the new challenges that 2016 brings?

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Topics: coaching sales reps, Leading Change

The Most Simple Way To Be A Better Sales Manager

Posted by Stacia Jorgensen

January 1, 2016

Top performing sales managers have top performing sales teams for a reason. It’s not chance. It’s not luck. It’s not being in the right place at the right time or just randomly gathering the most awesome sales reps for a team and then sitting back to watch the magic happen. Instead, these successful sales managers behave differently. There are certain practices and characteristics of these individuals that make their teams perform at higher levels.

We have uncovered some of these behaviors in our recent work using empirical data we have collected from both sales reps and sales managers. What our data tells us is that sales managers who perform at higher levels do indeed behave in different ways. This isn’t just what we think. Instead, scientific evidence shows us the path to higher performance.

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Topics: Research, sales team, coaching sales reps, sales coaching

Fighting Nature: Can Coaching Help Reps Overcome Their Weaknesses?

Posted by Sarah Wirth

September 17, 2015

Like many parents, I noticed early on that my two children were very different, going all the way back to their infancy.  Our oldest son has always been thoughtful, serious and eager to please.  Our youngest son has always been playful, creative and marching to his own drumbeat.  Even though they’re only 15 months apart in age and are being raised at the same time in the same household, they are very different individuals.  So it’s obvious that it’s not just their environment that is making them who they are, they were simply born with different personalities.

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Topics: Sales Manager Tips, coaching sales reps, sales coaching, sales rep motviation

Talk Less, Listen More:  How Sales Managers Can Use Questions to Coach

Posted by Sarah Wirth

August 12, 2015

When I ask sales managers what they wish their reps would improve in their sales calls with prospective customers, the number one response is “ask more questions!”  Overwhelmingly, sales managers are frustrated by reps who spend more time talking about the features and benefits of products and services, rather than seeking to understand the prospect’s business or needs. They know that when their reps take the time to ask questions, listen and understand customers’ needs, sales conversations flow better and are more effective. So, why don’t these managers take their own advice when coaching their reps?

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Topics: coaching sales reps, feedback, listening

Motivating Sales Reps to Perform

Posted by Sarah Wirth

March 3, 2015

Motivation is one of the biggest challenges the sales managers face in leading their teams. We teach our sales reps the skills they need to be successful. We give them specific goals and make our expectations clear. We follow up with them to ensure that execution happens. We strive to do all the right things to motivate them to achieve. But still many of our team members don’t follow through. So what are we doing wrong? Why won’t our teams perform? Why aren’t they motivated to achieve?

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Topics: Motivation, coaching sales reps, sales rep motviation

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

Coaching Conversations: Facilitating Growth Experiences

Posted by Sarah Wirth

September 24, 2014

In today’s blog, we will address the final component of 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 

Today we are going to further explore the third mental coaching principle of facilitating growth experiences for your team to maximize their potential.

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Topics: growing sales, Motivating Sales Team, Complexity Theory, coaching sales reps

Corporate Culture: How it Affects Sales Performance

Posted by Kathy Collins

September 9, 2014

“If you don’t understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define corporate culture, there is no doubt that the performance potential of a sales leadership team is elevated by the corporate alignment of employee values.

The claim that organizational culture is directly linked to increased performance is founded on the perception that good culture plays an important role in generating a competitive advantage over other similar companies.  Likewise, culture will stay linked to excellent performance only if the culture is able to adapt to changes in environmental conditions internally and externally.

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Topics: coaching effectively, Accountability Coaching, Adaptive Leadership, coaching sales reps

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

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