The Coaching Effect Blog

Want to motivate your reps to perform? Just listen to them

Posted by Sarah Wirth

August 28, 2013

At EcSell Institute, we are constantly focused on learning more about the activities sales managers should be doing to better lead, coach and manage their reps.  Our members are facing numerous competing priorities, so figuring out which sales management activities have the biggest impact on the performance of their sales teams is essential.  To this end, we have been examining our Through the Eyes of the Rep survey results to understand the management activities with the highest correlation to reps’ motivation to sell more.

In examining correlations to increased sales rep motivation, we found three sales management activities with the biggest impact:  (1) effective one-to-one meetings between reps and their managers, (2) managers’ coaching of their reps’ selling skills, and (3) managers helping their reps reach their career goals.  In addition to these three sales management activities, we also found another important and surprisingly simple thing that sales managers can do to increase the motivation of their sales reps:  listen to them.  Listen to their ideas.  Listen to their concerns.  Listen to their goals.  Listen to their input.  Just listen.

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Topics: Engagement, Motivating Sales Team, Motivation, Discretionary Effort, sales coaching, sales rep peformance, coaching

Using Spot Bonuses to Engage All Employees with Sales Efforts

Posted by Sarah Wirth

August 8, 2013

An EcSell member and I were discussing compensation recently.  Specifically, we were talking about how to use variable compensation and bonuses most effectively, and the member shared an interesting best practice with me.  In their organization, they use “spot bonuses” on an ad hoc basis to reward people that helped drive sales growth.  These spot bonuses are completely at the discretion of sales leadership as to when they are rewarded, to whom they are rewarded and the amount of the bonus.  Most importantly, spot bonuses are awarded to people who are not part of the sales team.

What the EcSell member’s company has seen is that spot bonuses are highly effective in creating excitement and enthusiasm about sales throughout the entire company because now everybody is eligible for additional compensation based on improved sales results.  The bonuses reinforce the importance of sales to the entire organization, but most importantly they help give ALL employees a line of sight to how they can impact sales.  Every time a spot bonus is
awarded, the entire company learns what that person did and how their actions eventually led to increased sales.  This constantly reinforces how each person can be integral to the growth efforts of the company.

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Topics: compensation recognition rewards, Employee engagement, retention sales, Discretionary Effort, recognition ideas for sales leaders, top performing employees, ideas for sales leaders

Sales Managers - the "soft" stuff is the hard stuff

Posted by Will Kloefkorn

May 15, 2013

If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need?

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Topics: Discretionary Effort, ROI, front line sales managers, sales team performance, sales coaching, Leadership & Management, Sales Management, coaching

How to Earn My Discretionary Effort. Sales Manager Tips.

Posted by Kristi Shoemaker

October 14, 2011

Think back when you were a sales rep.  How long ago was it? Do you remember what it felt like? Do you remember what put fire in your gut? Do you remember what snuffed out that fire? How did your Sales Manager help you? What did he do that frustrated you? As a Sales Manager, it is important to never forget what it was like to be in the shoes of your sales producers. Will Kloefkorn, Sales Manager for EcSELL Institute shared some thoughtful ideas with the attendees at the Fall Sales Coaching Summit on how to earn discretionary effort.

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Topics: Sales Coaching Summit, Discretionary Effort, sales management skills

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