Sales Coaching Blog

Great Culture Attracts Great Results

Posted by Kathy Collins

May 9, 2016

“If you don’t understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality." Edgar Schein, PhD, (MIT) Sloan School of Management of Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems." Regardless of how it’s defined, there’s no doubt that performance is elevated by the alignment of shared employee values.

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Topics: Leadership Culture, corporate culture

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

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

Are you stealing the spotlight from your reps?

Posted by Sarah Wirth

June 27, 2013

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Topics: collaborative leadership, sales coaching, Leadership Culture, Adaptive Leadership, Leadership Development

Developing Top Salespeople: Can Nurture Overcome Nature?

Posted by Sarah Wirth

May 9, 2013

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Topics: professional development for sales management, Motivation, sales rep peformance, sales coaching, Leadership Culture, sales team development

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

How To Identify Leaders On Your Sales Team

Posted by Kristi Shoemaker

May 28, 2012

The next trend to watch out for in leadership is reverse leadership. Reverse leadership happens when someone not in a formal leadership role demonstrates great leadership ability: when a sales rep steps up with a solution to a persistent problem, for example; when a customer service rep inspires her colleagues through her exemplary customer-centric behavior. When someone on an account team improves dramatically after being constructively coached by a fellow team member. Scott Edinger, the founder of Edinger Consulting Group, recently published an article for Harvard Business Review that outlined the characteristics of a reverse leader. Read the full article  "Find the Reverse Leaders in Your Midst"

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Topics: Leadership & Management, Leadership Culture, Leadership Development

Environment Is Driving the Evolution of Leadership.

Posted by Sarah Wirth

May 23, 2012

If you were a sales leader 10 years ago, you had approximately 10 key pieces of data to monitor on a regular basis to ensure you were on target with your goals (HBR source?).  When you saw key performance indicators like customer retention numbers, the sales pipeline and profit margin trending in the right direction, you knew you were likely to achieve your goals.  The indicators were clearly relatable to the ultimate outcome you wanted to achieve, so you knew that when you could executed your key priorities, you could logically predict your results.

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Topics: Leadership & Management, sales leadership, Leadership Culture

Lessons of Leadership

Posted by Kristi Shoemaker

May 7, 2012

As we advance in our careers, we become more aware of what it takes to be a great leader. Harvard Business Review recently published an article written by Tony Schwartz, president and CEO of The Energy Project and the author of Be Excellent at Anything. Tony shares twelves of his favorite leadership lessons.  Read them and then add to the list!

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Topics: Leadership & Management, Leadership Culture

Big Brains on Leadership

Posted by Kristi Shoemaker

April 23, 2012

Sarah Wirth, VP Member Services of EcSELL Institute, was a keynote instructor at our Sales Coaching Summit this week.  Her session titled "The Performance Evolution: Why You Can't Manage Your Way To Growth" was well received by everyone in the audience. Download the white paper, which is written by Sarah Wirth and speaks to the performance evolution, to learn more about this topic.

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Topics: Sales Coaching Summit, collaborative leadership, Leadership Culture

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