The Coaching Effect Blog

Thanking People, Not CRMs

Posted by Will Kloefkorn

November 22, 2016

"At the upcoming annual company holiday party I can’t wait to thank my CRM system for all of my success this past year" . . .  a sentence that is likely to be said by a total of zero sales people in the next month and a half. 

Not because CRM systems are not important, but rather because they do little to nothing when it comes to motivating sales people. Likewise, you are not going to hear many reps stand up and thank their manager for their overwhelming product and industry knowledge. Again, not because these things are not important, but rather because they are not what research proves motivates sales people to drive performance. So what will sales reps thank for their success?

People! They will thank people!

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Topics: front line sales managers, professional development for sales management, Leadership & Management, Sales Management

Three Reasons NOT to do 360 Reviews

Posted by Bill Eckstrom

April 25, 2016

I despise 360 reviews. Didn’t like them when they were done on me, didn’t like to do them on others, don’t like them when our members do them, and refuse to do them at the EcSell Institute. I’ve never visited with anyone following a 360 that was pleased with their end result, and for a tool that is supposed to be a "growth instrument" I’ve had to council too many execs off the ledge. Only recently have I been able to articulate my thoughts in a logical fashion. Below are my three reasons why 360 Reviews stink.

Reason #1 - Most 360’s aren’t reviewing what is proven to drive performance

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Topics: executive sales management, front line sales managers, Leadership Development, sales manager development, sales coaching, sales leadership best practices

Why Sales Leadership Lose Their Way

Posted by Kathy Collins

June 11, 2015

Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?

The fact of the matter is that sales leaders who have a passion to be excellent coaches for their team not only to drive performance, but to instill leadership and help progress an individual and team to achieve their goals, have the biggest impact on whether sales reps stay or leave, are productive and are satisfied in their positions. The performance of the sales team is a reflection on how they are coached.

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Topics: sales leadership, front line sales managers, Sales Management, Sales Managers

Sales Coaching: 4 Leadership Traits of Sales Managers

Posted by Sherri Daubert

October 23, 2014

Sales Organizations are unique in ways that create unique challenges.

According to Harvard Business Review contributor Scott Edinger, and noted in this previous blog post by Kristi Shoemaker, the most difficult leadership position is head of sales.   

Leadership_Image

First of all, in most cases, sales reps are often spread out physically all over the place, since sellers tend to stay close to customers, not to headquarters. Not being all together makes substantive interactions between sales producers, management staff and sales team leaders difficult.

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Topics: executive sales management, front line sales managers, Leadership & Management, coaching

Why sales leadership lose their way?

Posted by Kathy Collins

September 22, 2014

 

Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?

 

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Topics: front line sales managers

The Manager's Role on an Effective Joint Sales Call

Posted by Sarah Wirth

March 19, 2014

What can a sales manager do to make their rep a superstar in the eyes of their customer?  The answer is simple – play an effective role when they join them out on the road.  A manager doing a joint sales call with one of their reps can either frustrate and undermine the rep or they can perfectly position them to succeed in front of the customer.  Read on to learn how pre-call plans can help a manager contribute most effectively to the success of a joint sales call.

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Topics: Best Practice, coaching effectively, front line sales managers, Pre-call coachng session, coaching sales people, sales coaching

8 Critical Sales Coaching Activities & The Missing Link

Posted by Bill Eckstrom

September 11, 2013

There are times in our sales leadership career when we have the opportunity to do something special, the chance to catapult our skills and also the skills of those with whom we work, and truly make a difference in the lives of those on our teams.

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Topics: New Leaders, sales leadership, sales leadership, sales analytics & performance tracking, front line sales managers, innovative technology for sales departments, Sales Strategy, sales processes, Leadership Development, sales manager, sales coaching, sales coaching, Leadership & Management, Executives, Sales Management, sales management skills, professional development, sales performance, 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

To grow or not to grow ... bigger

Posted by Will Kloefkorn

February 27, 2013

Roughly every third week I have been blogging about what I am hearing from sales leaders across the Country and today that steak continues. Ask yourself the following question; would you rather grow at 10% or 20% this year? Ok, that answer is obvious so let’s take that question a step further. What if in order to grow at 20% this year you had to put a guaranteed 10% yearly growth at risk? Would you still opt to shoot for the 20% or would you be content to settle for the 10% growth knowing that you were not maximizing your team’s performance.  I pose this question as hypothetical, but the reality is that this is a real question that sales leaders are asking themselves every day. Finding the answer is causing an inner struggle that taking place in the pits of countless executive sales managers’ stomachs on a daily basis.

 

Here is the challenge that is taking place. Most sales organizations across the board have done a decent job of bringing a good deal of order to their sales team, especially at the sales rep level. Most sales managers can recite with pretty decent accuracy the actions and high payoff activities that their reps need to execute against in order to hit a projected level of growth - say 10%. So, executive sales leaders know that if they can have their frontline sales managers simply hold their producers accountable to a certain level of activity they should be able to stay the course and achieve their growth targets. On the surface this is great news right? It is, however most executive sales leaders know that if their frontline managers were able to more effectively coach, lead, and engage their teams that they could achieve even higher levels of performance than say simply reporting on the numbers, helping them reactively solve problems, making sure compliance is in order, and maybe worst of all being super sales people – more aptly put they doing all the fishing and never teach the reps how to fish.

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Topics: executive sales management, Leadership Culture, Accountability Coaching, front line sales managers, Leadership Development, sales coaching, Resources for sales managers, top performing sales organizations, ideas for sales leaders

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

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