Sales Coaching Blog

How to Make New Year’s Resolutions Stick

Posted by Sarah Wirth

January 17, 2013

The new year is a time of renewal and positive energy for many of us.  We’ve just had the opportunity to spend time with friends and family and may have even taken a few days off work.  Save for the extra three or so pounds we’re now carrying around, we are feeling good, refreshed and ready to tackle the upcoming year.  In our positive and hopeful mindset, many of us will make new year’s resolutions to improve ourselves personally and professionally.  In spite of our best intentions, however, most of our new year’s resolutions will fail.  If you want to be among the small percentage of people who actually achieve their resolutions this year, check out this Time Magazine article featuring the research of Changeology author, Dr. John Norcross, for some specific strategies on how you can stick to your resolution:  http://healthland.time.com/2012/12/28/how-to-make-new-years-resolutions-stick-qa-with-expert-on-change/

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Topics: Planning, goals, Motivation, Catalytic Factor, Success

Sales Coaching and Parenting: Dont Miss the Gold With Either

Posted by Bill Eckstrom

September 16, 2012

I naively figured they would have the same interests as me.  My children would want to stay active with athletic activities year around.  Football, basketball, baseball during the appropriate seasons for my son; if I had a girl (I ended up with two) she would want to dance and if sports minded, basketball, softball and volleyball would get the call. 

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Topics: professional development for sales management, Sales Management, Strengths, coaching, professional development, goals, sales performance, sales management research, Accountability Coaching, sales leadership, Motivation, sales tools, poor performing sales reps, sales rep peformance, mentoring, Sales Manager Tips, top performing sales organizations, Leadership Development

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

5 Questions To Ask Mid Year

Posted by Kristi Shoemaker

July 18, 2011

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

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: http://www.ted.com on YouTube
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Topics: Planning, sales management skills, Engagement, Strengths, coaching, Wisdom, sales planning, compensation recognition rewards, goals, sales coaching, Resources for sales managers, sales management research

Archimedes and Today’s Sales Leader

Posted by Bill Eckstrom

August 12, 2010

Archimedes and Today’s Sales Leader

Posted by Ken Eiken, Advisory Council Member of the EcSell Institute

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Topics: Peer Network, Strengths, New Leaders, professional development, goals, sales coaching, sales leadership

How Customer Loyalty Programs and Sales Rep Incentives Aid Sales

Posted by Jaime Davis-Thomas

August 6, 2010

How Customer Loyalty Programs and Sales Rep Incentives Aid Sales Organizations

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Topics: Customer Service, Engagement, compensation recognition rewards, goals, partners, sales producer, sales coaching

Strategic Sales Planning Retreats

Posted by Bill Eckstrom

May 13, 2010

   EcSELL's fiscal year begins July 1 and it is time for us to get out of the office and spend a day envisioning and mapping our future.  By the way--every team leader, Sales Manager, Sales Executive, etc., should sit down with their respective team a minimum of annually and plan the following year. 

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Topics: EcSELL Institute, Planning, Leadership & Management, Sales Management, Best Practice, collaboration, Teamwork, sales management skills, collaboration, coaching, sales planning, goals, sales performance, sales coaching, Resources for sales managers

Making Sales Performance Analytics Work for You

Posted by Jaime Davis-Thomas

April 5, 2010

posted by Jaime Davis-Thomas 

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Topics: technology for the sales process, Pillars, Leadership & Management, Best Practice, Engagement, coaching, sales analytics & performance tracking, goals, sales performance, sales coaching, 6 Pillars of Sales Productivity

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