Sales Coaching Blog

Creating a Culture of Engagement

Posted by Kathy Collins

April 30, 2015

What creates a culture of engagement? What drives organizational loyalty? How do you foster an environment or culture within your organization that not only makes people happy in their jobs, but drives performance?

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Topics: Sales manager training, Engagement, coaching effectively, Leadership Culture, company culture, sales coaching methodology, corporate culture, Sales Culture

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 Team Development Meetings

Posted by Sarah Wirth

February 19, 2014

Like many of you, the EcSELL Institute leadership team has a weekly meeting where we discuss strategies, goals and progress. These team meetings help keep us on the same page, drive collaboration among different departments and ensure that we are focused on our shared priorities. Once a month, however, we dedicate our weekly meeting to a different purpose – our development as individuals and professionals. I have to confess this is the weekly meeting that I look forward to the most because it’s a chance to step away from the day-to-day work and invest in ourselves and each other.

EcSELL Institute research shows two of the most important things sales managers can do to motivate their reps is help them improve their selling skills and develop their careers. The reason these activities increase rep motivation is because people tend to be more engaged in their work when they are improving, learning and developing. And this is precisely why we as a leadership team dedicate two hours each month to our own learning and growth. That is, we all feel more energized when we’ve taken the time to consider a new idea or explore a different concept, so the investment of time yields a great return by amping up our engagement and motivation.

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Topics: sales leadership, Employee engagement, Motivating Sales Team, company culture, Adaptive Leadership, coaching sales people, coaching sales reps, professional development

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

Status Quo? Only if you want to get left way behind.

Posted by Kristi Shoemaker

January 18, 2012

The pace of change in our economy and our culture is accelerating--fueled by global adoption of social, mobile, and other new technologies--and our visibility about the future is declining. This article, written by Robert Safian  of Fast Company, is titled "This Is Generation Flux: Meet The Pioneers Of The New (And Chaotic) Frontier Of Business:The future of business is pure chaos. Here's how you can survive--and perhaps even thrive". It does an amazing job of describing this new business landscape and is a must read for every executive.  Here are the highlights. Enjoy!

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Topics: New Leaders, collaborative leadership, Sales Coaching Summit, Leadership Culture, Employee engagement, company culture, sales management skills

Corporate Culture PART 4: Leadership Practices to Drive Culture

Posted by Kristi Shoemaker

December 26, 2011

This is part 4 of a 4 part blog series, written by our friends at Brookeside Group, which outlines a four-step approach to measuring and managing this corporate culture:
Step 1: Recognize What It Is
Step 2: Measure Organizational Climate
Step 3: Understand Determinates of Climate
Step 4: Focus on Leadership Practices

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Topics: company culture

Corporate Culture PART 3: The 5 Determinates of Corporate Climate

Posted by Kristi Shoemaker

December 21, 2011

This is part 3 of a 4 part blog series, written by our friends at Brookeside Group, which outlines a four-step approach to measuring and managing this corporate culture:
Step 1: Recognize What It Is
Step 2: Measure Organizational Climate
Step 3: Understand Determinates of Climate
Step 4: Focus on Leadership Practices

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Topics: company culture

Corporate Culture PART TWO: Measuring Climate

Posted by Kristi Shoemaker

December 19, 2011

This is part 2 of a 4 part blog series, written by Brookeside Group, which outlines a four-step approach to measuring and managing corporate culture:
Step 1: Recognize What It Is
Step 2: Measure Organizational Climate
Step 3: Understand Determinates of Climate
Step 4: Focus on Leadership Practices

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Topics: company culture

The Importance of Play at Work

Posted by Sarah Wirth

October 21, 2011

Child development experts have long espoused the importance of unstructured play for kids, as it is essential to the development of children’s brains and bodies.  According to Dr. David Elkind, author of The Power of Play, “Decades of research has shown that play is cru­cial to phys­i­cal, intel­lec­tual, and social-emotional devel­op­ment at all ages. This is espe­cially true of the purest form of play: the unstruc­tured, self-motivated, imag­i­na­tive, inde­pen­dent kind, where chil­dren ini­ti­ate their own games and even invent their own rules.” In short, play encourages learning, imagination and growth in children.  And guess what? It does the same thing for adult. 

Somewhere between the sandbox and the boardroom, most of us stop playing.  We have jam-packed calendars to stay on time.  We have CRMs to track and remind us our activities.  We have strategy meetings to identify our goals and tactics.  But what we don’t have is open time to just learn, create, explore and dream.  And this is essential for engaging people’s brains, for re-energizing their souls, and for inspiring their hearts.  In essence, play is necessary for people function at their highest level in a work environment.

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Topics: company culture

Build a learning culture, see increased sales performance.

Posted by Kristi Shoemaker

September 12, 2011

Leverage Sales Success with Learning
There are only two ways to grow any business in the world today:
1. Grow yourself. 2. Grow your people. Can you say with certainty that you and your sales team are smarter and more skilled today than you were last month? H.R. Chally found that of the four primary reasons why a company chosoes a vendor, the top reason (at 39%) was the competency of the sales person. The following article was written by our friend Mark Sanborn, president of Sanborn & Associates. It highlights the key points in Mark's recent book titled Up, Down or Sideways: How to Succeed When Times are Good, Bad or In Between.  He explains how creating a learning culture can leverage and increase sales performance.

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Topics: Career Development, company culture, sales rep peformance, professional development

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