The Coaching Effect 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

The Importance of Giving Thanks: How Gratitude Drives Effectiveness

Posted by Sarah Wirth

November 25, 2014

This time of year always reminds me to be thankful.   Thankful for my husband and our two beautiful sons. Thankful that I get to do work I love with bright people around me. Thankful for old friends far away and new friends close by. Thankful that I will get to spend the holidays with my family. Yes, Thanksgiving is always a great time to remember things for which you are grateful, but is giving thanks something you do regularly? If not, consider why you should.

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Topics: Best Practice, Engagement, Motivation

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

Focusing on the mental game

Posted by Will Kloefkorn

April 4, 2013


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Topics: Best Practice, Engagement, sales coaching, professional development for sales management, Sales Management, ideas for sales leaders

5 Ideas that Add Energy to Sales Meetings

Posted by Jaime Davis-Thomas

March 28, 2011

It pays off to spend some time planning for your sales meeting. Here are a few ideas that will spark some interest and may even lead to some increased sales through the discovery of best practices.
  1. The Daily Huddle is a 20-minute call first thing in the a.m., during which each team member or participant has two minutes to list their biggest accomplishment from the previous day, what they wanted to accomplish that day, and what they needed from the team leader or someone else on the call. The secret to getting the most out of the Daily Huddle: “Keep it short. Keep it focused. And try to have it at the same time every day – first thing in the AM.”
  2. Appreciative Inquiry - select one sales rep to share the story of a recent success ahead of time. They should come prepared to share an overview of the sales process from beginning to end. Listeners question the sales person from a "what's working" frame of reference, and from an unconditional postive stance. The idea is that discoveries and best practices will be made. For more on AI, visit The Appreciative Inquiry Commons (more)
  3. Rattle Some Cages - pick a brainstorming question that will shake things up a bit. For example, "What unwritten rules within our team make it difficult to get things done quickly, efficiently, or profitably?"  For more cage rattling questions visit the Human Capital League (more)
  4. Evaluate the meeting. Make sure that you take the time to step back occasionally to have meeting attendees provide feedback. Ask “what is working?” and “what needs improvement?” This will enable you to continuously improve your meetings.
  5. Invite a Guest. You don’t want to do all the talking, and besides, it’s impossible for you to know everything all the time. Invite professionals from related fields or within your company to talk about their area of expertise and how it relates to the sales team. Be sure to save time for questions. Says Robert Aigner, a team leader for Keller Williams Beverly Hills, who frequently invites guest speakers to his sales team meetings: "It’s not that I don’t think I would bring value on my own, but having a lender talking about condos seems to shed new light."

Have you implemented any of these? How did it go? Did it catch on? What other ideas have you tried?  We'd love to hear from you!

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Topics: sales producer, Best Practice, New Leaders, Engagement, Employee engagement, goals, Motivation, Teamwork, Creativity, Accountability Coaching, sales team, sales coaching, sales coaching, Sales Management, collaboration

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

Employee Engagement and Talent Management

Posted by Kristi Shoemaker

December 26, 2010

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Topics: talent identification & acquistion, Engagement, sales coaching, 6 Pillars of Sales Productivity

Keep Your Team Engaged w/ These 14 Tips!

Posted by Kristi Shoemaker

December 13, 2010

Posted by: Kristi Shoemaker

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Topics: Engagement, company culture, sales coaching, sales management skills

Daniel Pink on "The Surprising Science of Motivation"

Posted by Jaime Davis-Thomas

October 25, 2010

Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don't: Traditional rewards aren't always as effective as we think. Listen for illuminating stories -- and maybe, a way forward. Source: on YouTube
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Topics: sales planning, sales management research, compensation recognition rewards, Engagement, Planning, goals, sales coaching, sales management skills, coaching, Wisdom, Resources for sales managers, Strengths

5 Fundamental Attributes of Effective, Happy Sales Leaders

Posted by Jaime Davis-Thomas

October 6, 2010

5 Fundamental Attributes of Effective, Happy Sales Leaders

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

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Topics: EcSELL Institute Partner, Engagement, sales results, Emotional Intelligence, Research, Accountability Coaching, sales management webinar, ROI, Leadership & Management, collaboration, Wisdom, Strengths

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