The Coaching Effect Blog

Sales Coaching: As a Leader, what is your value?

Posted by Sherri Daubert

August 14, 2014

 “Your value is what you can do to help someone else address an opportunity or solve a problem that matters to them.”

                                                                                Dr. Bret Simmons



As a sales management leader involved in sales coaching you know the value of your reps and what each individual brings to your organization.  But what about your value?    When you think about your priorities are you first and foremost a coach or a manager?  The goal of either is increased sales performance of their teams but perhaps the very best way to achieve that is to understand not their value but your own.   

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Topics: sales manager coaching, coaching sales reps, coaching, ideas for sales leaders

Sales Coaching: Mindset Number 3 of Superstar Coaches

Posted by Sherri Daubert

July 3, 2014

Mindset Number 4, last week showed us that superstar coaches are able to sit with uncertainty.   They don’t expect things to always go according to script and because of that they are more confident.   Here then according to Lisa Earle McLeod, is Mindset Number 3.

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Topics: sales coaching, professional development for sales management, coaching, ideas for sales leaders

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

Using Spot Bonuses to Engage All Employees with Sales Efforts

Posted by Sarah Wirth

August 8, 2013

An EcSell member and I were discussing compensation recently.  Specifically, we were talking about how to use variable compensation and bonuses most effectively, and the member shared an interesting best practice with me.  In their organization, they use “spot bonuses” on an ad hoc basis to reward people that helped drive sales growth.  These spot bonuses are completely at the discretion of sales leadership as to when they are rewarded, to whom they are rewarded and the amount of the bonus.  Most importantly, spot bonuses are awarded to people who are not part of the sales team.

What the EcSell member’s company has seen is that spot bonuses are highly effective in creating excitement and enthusiasm about sales throughout the entire company because now everybody is eligible for additional compensation based on improved sales results.  The bonuses reinforce the importance of sales to the entire organization, but most importantly they help give ALL employees a line of sight to how they can impact sales.  Every time a spot bonus is
awarded, the entire company learns what that person did and how their actions eventually led to increased sales.  This constantly reinforces how each person can be integral to the growth efforts of the company.

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Topics: compensation recognition rewards, Employee engagement, retention sales, Discretionary Effort, recognition ideas for sales leaders, top performing employees, ideas for sales leaders

Recognition Ideas: Some of the Best Things in Life are Free

Posted by Sarah Wirth

May 30, 2013

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Topics: compensation recognition rewards, sales manager coaching, recognition ideas for sales leaders, sales rep peformance, ideas for sales leaders

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

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

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

How To Keep Your Talent Pool Full. A Recruiting Process.

Posted by Kristi Shoemaker

April 10, 2012

Ask yourself this question: When do you start recruiting your next sales producer? In many instances, sales managers wait until there is a vacancy and then embark on a crazy, mad dash to fill the spot.  Clearly, this isn't the best process. Rather, recruiting should be an ongoing process that everyone on the team is responsible for.

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Topics: Best Practice, talent identification & acquistion, prospecting, assessment tools, ideas for sales leaders

4 Steps to Manage in a Virtual Office Environment

Posted by Kristi Shoemaker

April 2, 2012

Our friends at Sales Benchmarking Index revealed some interesting data.  In 2011, over 78% of all sales professionals worked virtually over 50% of their time.  The numbers who work 100% virtually is over 38% and growing each year. Sales Managers need to face the facts.  Your field sales people are virtual. No longer can you go into an office and have a face to face interaction daily.  No longer can you rely on the non-verbal communication.  No longer can Sales Managers rely on running into their sales people ‘in the hallway.’

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Topics: sales management research, Employee engagement, technology for the sales process, retaining top talent, ideas for sales leaders

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