Sales Coaching Blog

Put Your Team into Complexity: Leadership Lessons from Moneyball

Posted by Sarah Wirth

September 19, 2013

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

The 2nd Store or Conference Lessons Learned from Eyeglass Shopping

Posted by Sherri Daubert

August 22, 2013

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

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

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

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: EcSELL Institute, coaching, Accountability Coaching, Sales Coaching Model, 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: professional development for sales management, EcSELL Institute, Leadership & Management, professional development, goals, sales leadership, Sales Plans, sales coaching, 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: EcSELL Institute, Career Development, coaching, Accountability Coaching, Motivation, Employee engagement, ideas for sales leaders

Sales Management Lesson from Google

Posted by Bill Eckstrom

March 16, 2011

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Topics: professional development for sales management, EcSELL Institute, Leadership & Management, Sales Management, sales management skills, Engagement, coaching, professional development, sales performance, Sales manager training, assessment tools, sales coaching, sales leadership, 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: EcSELL Institute, Pillars, Career Development, coaching, professional development, sales management research, sales rep peformance, sales producer, assessment tools, collaborative leadership, Emotional Intelligence, sales coaching, sales leadership

EcSELL Institute Welcomes Meridian Systems

Posted by Kerstin Olson

October 11, 2010

Posted by: Kerstin Olson, COO, EcSELL Institute

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

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