The Coaching Effect Blog

The Kansas City Royals and the Power of the Collective

Posted by Sarah Wirth

October 27, 2014

I live in Kansas City and, as you can imagine, this town is baseball crazy right now.  Last week, I went to the grocery store on the opening day of the World Series and you would’ve thought everybody was heading to Kauffman Stadium. Absolutely EVERYBODY was decked out in their Royals gear.  It’s been 29 years and the Royals are finally playing in the post-season again, having made it all the way to the World Series!

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Topics: collaborative leadership, Adaptive Leadership, collaboration

Do more and meet less

Posted by Sarah Wirth

October 10, 2013

“Work expands so as to fill the time available for its completion.”  This adage was first
written by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take
– but one that is profound when you consider how true it is.  And I don’t think that there is any activity where Parkinson’s Law is more evident than business meetings. 

We all know the grind of having a calendar full of meetings.  There are so many important things on our to do lists – coaching our reps, responding to customer needs, putting together plans to grow our sales, etc. – that the last thing many of us want to do is sit through yet another hour long meeting.  Typically, that’s not because the information shared or things  discussed in business meeting are unimportant.  On the contrary, the content shared is typically very relevant to us and our work.  No, what frustrates us and makes us dread the meeting is that we also know that much of the time will be wasted on unnecessary discussions, debates and redundant information. Meetings per se are not bad, but how they are conducted often is.

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Topics: Best Practice, New Leaders, Planning, sales leadership, Motivating Sales Team, Performance Review, Motivation, Teamwork, one on one meetings, Adaptive Leadership, Success, sales rep peformance, Leadership & Management, collaboration, professional development, assessment tools, top performing sales organizations, time management

Sales managers - slow down to speed up

Posted by Will Kloefkorn

October 17, 2012

If you ask 100 sales managers if they are busy, 100 of them will answer with a resounding yes! So what advice should sales managers consider to help them with this challenge? SLOW DOWN! That advice may seem counterintuitive, but it was supported wonderfully by the research of Dr. Clinton Longenecker. Dr. Longenecker is the Stranahan Profesor of Leadership and Organizational Excellence in the College of Business and Innovation at The University of Toledo. This morning he captivated the EcSELL Institute audience by sharing stories, research, and best practices about how to slow your day down in order to stop neglecting the important activities that are required to drive results.

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Topics: Best Practice, Sales Coaching Summit, Accountability Coaching, sales coaching, Leadership & Management, collaboration, Wisdom

Opening day

Posted by Will Kloefkorn

October 16, 2012

Today the EcSell Institute community kicked off our annual Fall Summit with the Management Academy. Sales Managers from throughout the United States are sharing proven best practices in the 6 Pillars of Sales Management. There are a lot of different industries represented in the room this morning and the energy is outstanding. The group spent the first 2 hours of the morning tackling Talent Identification and Aquisition. Below are 3 highlights on some of the important topics that were discussed:

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Topics: sales analytics & performance tracking, Motivation, Through The Eyes Of The Sales Rep, IHS, EcSELL Institute Member, Leadership & Management, Sales Management, collaboration, coaching, Resources for sales managers, 6 Pillars of Sales Productivity

Becoming A Genius Is a Team Sport

Posted by Sarah Wirth

April 30, 2012

Steve Jobs was honored in death the way that we honor superstars.  He had real fans.  Can you think of another businessperson who had fans?  You can’t and it’s because Steve Jobs had once-in-a-lifetime kind of talent.  He built these incredible products that we didn’t even know that we wanted.  He was a true visionary. His company, Apple, has arguably grown into the most successful company of the last decade.  In fact, if you look at market cap, they are number one. 

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Topics: company culture, Adaptive Leadership, collaboration

No “I” in Team, But There is “Team” in Sales

Posted by Bill Eckstrom

January 25, 2012

Collaborative Leadership is more important than ever. When first introduced to the thought "There Is no I in Team, But There Is TEAM in Sales" it seemed foreign. Sales was about the individual, the producer who could eat what they kill. It was about the rep who knew how to work and serve an existing account, one who had an amazing talent to identify and solve problems. The great sales producer simply got more annual spend from customers. Where and how did “team” fit?  This post is written by founder and president of the EcSELL Institute, Bill Eckstrom.

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Topics: collaborative leadership, Motivating Sales Team, collaboration

Sales Managers--roadblock or on-ramp for strategy and growth?

Posted by Bill Eckstrom

December 9, 2011

EcSELL is currently going through our semi-annual retreat.  Goals are reviewed, tweaks are made, a deeper understanding of our member and associate needs is causing change.  We spend three, half days where our team shares where they’ve been (themselves and their departments), where they’re at, but most importantly, where they want to be professionally and personally.

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Topics: collaborative leadership, Leadership Culture, sales meetings, Sales Strategy, sales coaching, Leadership & Management, Executives, collaboration, ideas for sales leaders

The Best Use Collaborative Leadership

Posted by Kristi Shoemaker

October 3, 2011


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Topics: collaborative leadership, sales leadership, collaboration

3 Responses that Foster Collaborative Leadership

Posted by Kristi Shoemaker

June 15, 2011

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Topics: collaborative leadership, collaboration, sales leadership best practices, ideas for sales leaders

5 Ideas that Add Energy to Sales Meetings

Posted by Jaime Davis-Thomas

March 28, 2011

It pays off to spend some time planning for your sales meeting. Here are a few ideas that will spark some interest and may even lead to some increased sales through the discovery of best practices.
  1. The Daily Huddle is a 20-minute call first thing in the a.m., during which each team member or participant has two minutes to list their biggest accomplishment from the previous day, what they wanted to accomplish that day, and what they needed from the team leader or someone else on the call. The secret to getting the most out of the Daily Huddle: “Keep it short. Keep it focused. And try to have it at the same time every day – first thing in the AM.”
  2. Appreciative Inquiry - select one sales rep to share the story of a recent success ahead of time. They should come prepared to share an overview of the sales process from beginning to end. Listeners question the sales person from a "what's working" frame of reference, and from an unconditional postive stance. The idea is that discoveries and best practices will be made. For more on AI, visit The Appreciative Inquiry Commons (more)
  3. Rattle Some Cages - pick a brainstorming question that will shake things up a bit. For example, "What unwritten rules within our team make it difficult to get things done quickly, efficiently, or profitably?"  For more cage rattling questions visit the Human Capital League (more)
  4. Evaluate the meeting. Make sure that you take the time to step back occasionally to have meeting attendees provide feedback. Ask “what is working?” and “what needs improvement?” This will enable you to continuously improve your meetings.
  5. Invite a Guest. You don’t want to do all the talking, and besides, it’s impossible for you to know everything all the time. Invite professionals from related fields or within your company to talk about their area of expertise and how it relates to the sales team. Be sure to save time for questions. Says Robert Aigner, a team leader for Keller Williams Beverly Hills, who frequently invites guest speakers to his sales team meetings: "It’s not that I don’t think I would bring value on my own, but having a lender talking about condos seems to shed new light."

Have you implemented any of these? How did it go? Did it catch on? What other ideas have you tried?  We'd love to hear from you!

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Topics: sales producer, Best Practice, New Leaders, Engagement, Employee engagement, goals, Motivation, Teamwork, Creativity, Accountability Coaching, sales team, sales coaching, sales coaching, Sales Management, collaboration

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