Sales Coaching Blog

Coaching Complexity. Conundrum or Catalyst?

Posted by Debbie Menke

August 14, 2015

by Debbie Menke

Director of Field Sales, US + Caribbean, Iredale Mineral Cosmetics

Recently recognized as the EcSell Institute's 2015 New Member of the Year at the 2015 Sales Coaching Summit.


Webster's Dictionary defines complex as: "hard to separate, analyze, or solve."

What happens when we put our employees into complex situations?  The EcSell Institute refers to the term as "complexity" and further suggests that "complexity" is a necessary "catalyst" for the achievement of greater success!

Complexity is a scary and uncomfortable place to live.  Think about the last time your boss threw you into a truly uncomfortable situation and asked something from you that seemed impossible or completely out of your wheelhouse.  Did the neurons start firing in your brain until you thought a complete meltdown was possible?

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Topics: Complexity Theory, sales manager coaching, sales coaching, Sales Management

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

What Robin Williams Taught Us About Complexity

Posted by Kathy Collins

August 21, 2014

I loved being a student, and especially loved my classes where the focus was literature, writing and creativity.  It was my first year of college and I was placed in an honors English class at the University of Nebraska.  I was a nervous wreck on my first day. I was right to be nervous, but once I took my seat I knew I was in for a memorable moment in my educational experience.  We were empowered from the first day to be brave in our writing, in our classroom conversations with one another and in our efforts to create a piece of writing that would raise the bar on our expectations of ourselves.  It was my first experience with complexity within academics and experiencing the catalytic factor, and it would serve me very well in the years to come. It was also the same year Dead Poets Society was released, watching it now is as powerful speaking to my love of learning as it was then.

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Topics: Catalytic Factor, Complexity Theory

Put Your Team into Complexity: Leadership Lessons from Moneyball

Posted by Sarah Wirth

September 19, 2013

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Topics: sales leadership, Leadership Culture, Motivation, Catalytic Factor, Complexity Theory, Innovation, sales team development, Leadership & Management, EcSELL Institute

The Complexity Zone Invites Mistakes. Learn Why.

Posted by Kristi Shoemaker

November 23, 2011

Do  colossal mistakes, also have the opportunity to result in game-changing innovations? That is one of the questions that Paul J.H. Schoemaker, research director of Wharton's Mack Center for Technological Innovation and chairman and founder of consulting firm Decision Strategies International, has been exploring throughout his career. Recently he was interviewed by Stephen J. Kobrin, a Wharton management professor and executive director of Wharton Digital Press, about his view on failure. Here are the highlights from the interview "Paul J.H. Schoemaker's 'Brilliant Mistakes': Finding Opportunity in Failures"

Enjoy!

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Topics: Leadership Culture, Complexity Theory, Leadership & Management

How To Use Complexity To Create Growth in Sales People

Posted by Sarah Wirth

November 2, 2011

Sarah Wirth, VP Member Services at EcSELL Institute, shares a personal story about how her manager helped her grow by throwing her into complexity. When you throw people into complexity, you are challenging them to try something that they haven’t done before.  You are asking them to find a solution to a problem when there is no known solution that exists.  When done correctly, you can push people to learn and perform in ways they haven’t before.  And this is where growth occurs – both for the individual and the organization.

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Topics: Sales Manager Tips, Complexity Theory

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