Sales Coaching Blog

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 2nd Store or Conference Lessons Learned from Eyeglass Shopping

Posted by Sherri Daubert

August 22, 2013

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Topics: Career Development, Sales Coaching Summit, retaining top talent, EcSELL Institute

Connecting is the First Step to Coaching: Why Personal Relationships are Essential to Professional Success

Posted by Sarah Wirth

April 17, 2013

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Topics: Sales Coaching Summit, executive sales management, sales coaching, Leadership & Management, EcSELL Institute, sales leadership conference, professional development

Very Random Questions for Sales Managers

Posted by Bill Eckstrom

December 6, 2012

Too many early mornings and late nights are causing me to think about so many things.  Some very pertinent to what we do with our members and the performance of sales teams, but others are very random.  Feel free to add to the list or answer some of these timeless questions.

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Topics: executive sales management, sales team, front line sales managers, Leadership Development, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, top performing sales organizations

It’s Your Time – It’s Your Choice

Posted by Kerstin Olson

September 13, 2012

We all have pet peeves - those little things that bug us that others may not even notice.  Maybe it’s people that don’t merge in traffic when they are supposed to.  Maybe it’s your kids leaving their shoes around the house.  For me, it’s a pretty simple one – it makes me crazy when somebody tells me they don’t have time to do something. 

Now, let me be clear.  I know many people in both my personal and professional life that have jam-packed calendars.  These folks are very, very busy, so I definitely understand why they sometimes say they don’t have time.  Heck, I know I’ve been guilty of saying the same thing before when my own calendar gets packed.  I definitely empathize with people who are busy.  But the reason the comment frustrates me when I make it or when others make it is because it takes away the person’s responsibility to make a choice in how they spend their time.  When I’ve told people “I’m sorry, I just can’t fit it in right now,” what I’m really saying is that I have other things that I think are more important to do.  And that’s a key distinction. 

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Topics: Accountability Coaching, Sales Coaching Model, EcSELL Institute, coaching, sales leadership best practices

Sales Managers: Are you tracking your activity?

Posted by Bill Eckstrom

August 27, 2012

Sales analytics—I get a charge out of studying them.  If you allow them, they will paint you a picture, provide guidance and strategic direction, they will provide you the opportunity to be a more effective sales leader. 

Thinking about the above reminds me of a quote from Mark Twain “the man who does not read books has no advantage over the man who cannot read them”.  Just because you track analytics doesn’t make you better.  Just because you have the latest CRM or analytics software package doesn’t make your organization more productive.  It is the actions you take as a result of interpreting the data that will ultimately affect performance.

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Topics: sales leadership, goals, Sales Plans, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, professional development, 6 Pillars of Sales Productivity

Are sales leaders mentally lazy?

Posted by Will Kloefkorn

August 9, 2012

By Will Kloefkorn, Sales Manager, EcSELL Institute

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Topics: Career Development, Employee engagement, Motivation, Accountability Coaching, EcSELL Institute, coaching, ideas for sales leaders

Sales Management Lesson from Google

Posted by Bill Eckstrom

March 16, 2011

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Topics: Sales manager training, Engagement, sales leadership, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, Sales Management, sales management skills, coaching, professional development, assessment tools, sales performance, sales leadership best practices, ideas for sales leaders

Emotional Intelligence on the Sales Team

Posted by Jaime Davis-Thomas

December 22, 2010

Emotional Intelligence on the Sales Team

Jaime Davis-Thomas, EcSELL Institute Director of Research & Publications

Emotional intelligence involves “the intelligent use of emotions: you intentionally make your emotions work for you by using them to help guide your behavior and thinking in ways that enhance your results” (Weisinger, 1998).

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Topics: sales producer, Career Development, sales management research, collaborative leadership, Emotional Intelligence, sales leadership, sales coaching, sales rep peformance, EcSELL Institute, Pillars, coaching, professional development, assessment tools

EcSELL Institute Welcomes Meridian Systems

Posted by Kerstin Olson

October 11, 2010

Posted by: Kerstin Olson, COO, EcSELL Institute

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Topics: Meridian Systems, Leadership & Management, Announcements, EcSELL Institute, Sales Management, professional development, sales management resources

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