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:

Read More

Topics: collaborative leadership, Adaptive Leadership, coaching sales people

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!

Read More

Topics: collaborative leadership, Adaptive Leadership, collaboration

Excellence Matters: Scaling Sales Team Success

Posted by Kathy Collins

April 15, 2014

Kathy-Collins_2014ssYou can't fake excellence.  

Dr. Bret Simmons, an renowned expert in organizational behaviors and management, gave us valuable insight and an education into the mindset of excellence this morning at EcSell Institute's Spring Summit in Charlotte, North Carolina.  The following is a brief overview of some of the best tips and advice we can learn regarding working to achieving excellence.

Tip #1 to achieve excellence: The first important area to consider is are you working in an environment that encourages excellence?  Not just excellence in it's final state...the finish line.  But, instead the process of excellence.  This means that every once in awhile

 we fail, we fall down, we don't get it right.  Are you surrounding yourself with coaches, and coaching your own sales team with the attitude of coaching to excellence in performance.  If not, you may not feel comfortable to take the necessary risks in order to push yourself to achieve a higher degree of excellence in the workplace.

Read More

Topics: collaborative leadership, Adaptive Leadership, coaching sales people

Are you stealing the spotlight from your reps?

Posted by Sarah Wirth

June 27, 2013

Read More

Topics: collaborative leadership, Leadership Culture, Leadership Development, Adaptive Leadership, sales coaching

Back to the Basics: The Importance of Coaching to the Sales Process

Posted by Sarah Wirth

March 14, 2013

My 8-year-old, Miles, is on a traveling baseball team and this Spring they are selling raffle tickets to raise money for their uniforms, tournament entry fees and other expenses.  My husband, always in his “Sales VP” mode, decided this was a great opportunity to develop what he is sure is our son’s budding potential as a future sales superstar.  Excited about his plan, I listened in as he coached Miles through each step in the sales process.

First, Miles had to identify his target market.  Like any astute kid, Miles knew right away who was likely to most easily part with their money for him – his big collection of grandparents!  After he had identified his prospects, Miles’ next step was to create his sales script.  My husband helped him think through what he wanted to say about his purpose and the benefits of what he was selling.  Next, Miles did a little role play with me and I had to laugh when he finished his pitch by saying “How many raffle tickets can I put you down for?”  Miles took my laughter as him doing something wrong, so I reassured him that I really liked how he assumed the sale, rather than asking for it.  Finally, Miles practiced his upsell by letting me know that I could increase my chances of willing by purchasing another ticket, which also drew a chuckle from me, but one which I quickly stifled so he wouldn’t think he was doing something wrong.

Read More

Topics: sales training, collaborative leadership, Sales Coaching Model, sales processes, Leadership Development, sales coaching

Those who can’t do, teach.

Posted by Sarah Wirth

February 12, 2013

As the daughter of two educators, I’ve always hated that saying.   Teaching others, whether in a classroom or out on the road after a sales call, is one of the most valuable and meaningful things a person can do.  This is not only a belief that I hold dear, but it’s also one that is supported by performance data.  That is, the more effective a sales manager is at teaching their sales reps how to build their sales skills, the better the rep performs.  Teaching is definitely “doing.”

However, in spite of my visceral negative reaction to that saying, there is actually an important kernel of truth in it if you reverse the saying... “those that can do, can’t teach.”  Now, in the same way that the original saying is an obvious overstatement, so is it’s reverse.   However, take a moment to consider this idea… when you are naturally good at something, it is harder to teach that same skill to others.

Read More

Topics: sales planning, collaborative leadership, sales leadership, sales coaching

Big Brains on Leadership

Posted by Kristi Shoemaker

April 23, 2012

Sarah Wirth, VP Member Services of EcSELL Institute, was a keynote instructor at our Sales Coaching Summit this week.  Her session titled "The Performance Evolution: Why You Can't Manage Your Way To Growth" was well received by everyone in the audience. Download the white paper, which is written by Sarah Wirth and speaks to the performance evolution, to learn more about this topic.

Read More

Topics: collaborative leadership, Sales Coaching Summit, Leadership Culture

Steve Jobs' Secret to Leadership

Posted by Sarah Wirth

March 28, 2012

Like many people in the business community, and in the world really, I was saddened by the death of Steve Jobs late last year.  As I saw pictures of the mourners laying flowers outside of Apple stores, I wondered why the passing of a man that the vast majority of us had never even met would touch so many people.  And I think the answer is really quite simple… he was a genius.  As a marketer, as a creator, as a businessman – Jobs was so ahead of his time that the rest of us could do little but marvel at his ability to fulfill our wants and needs, even before we knew that we had them.  He was truly a once-in-a-lifetime kind of business leader.  We all knew it and we appreciated it the same way we appreciate a star athlete, a brilliant musician or a master thespian.

Read More

Topics: collaborative leadership

What it takes to collaborate. Lessons from Smokey Robinson.

Posted by Kristi Shoemaker

March 26, 2012

This guest blog post is written by our friend and Pillar Partner, Patrick Sweeny of Caliper Corp.  In this article, Patrick asks "How can you create something that’s bigger than yourself?" His answer? Surround yourself with top performers, know the distinct qualities that make them exceptional, and trust them. That’s just what Smokey Robinson did.

Read More

Topics: collaborative leadership

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.

Read More

Topics: collaborative leadership, Motivating Sales Team, collaboration

Subscribe to Email Updates

Follow EcSell

  

Recent Posts

Posts by Topic

see all