The Coaching Effect Blog

Coaching Training Part 1: Why You Can't Manage Your Way to Growth

Posted by Bill Eckstrom

February 13, 2012

Throughout history, leadership approaches have reflected the advancement of different industries as well as societal changes.  As new economies develop, management approaches evolve to drive new types of workers.  Research continues to shape our understanding of what motivates people to perform at a higher level. Scientific discoveries about how people think and feel teaches us how to tap into their need to achieve. Simply stated, as the world changes, so does the way in which we manage, lead and coach people. This is the first of a three part series written by Bill Eckstrom, President of EcSELL Institute and Sarah Wirth, VP Member Services of EcSELL Institute.

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Topics: Leadership Culture, sales coaching, coaching

An inspirational moment on leadership

Posted by Kristi Shoemaker

February 8, 2012

Always fun to reflect on some of the most famous quotes on leadership from people who have made an impact in our world. Use these as inspiration to motivate yourself and energize your career!

"Any committee is only as good as the most knowledgeable, determined and vigorous person on it. There must be somebody who provides the flame." - Lady Bird Johnson, American first lady (1912-2006)

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Topics: Leadership Culture, Leadership & Management

5 Leadership Lessons from Martin Luther King, Jr.

Posted by Kristi Shoemaker

February 1, 2012

Don’t underestimate low-level employees
Just as King didn’t hesitate to quote philosophers in his written pieces, great business leaders should not underestimate even the lowest level employees in their organizations. “I was worried about the references, but he assured me that wisdom is present in people even in the most humble circumstances,” remembers Robert Ellis Smith, the person who work with Martin Luter King, Jr. on this article published in 1965 . “He taught me never to underestimate anyone below me, that they have wisdom, life experience and are introspective.”

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Topics: Leadership Culture, Leadership & Management

Status Quo? Only if you want to get left way behind.

Posted by Kristi Shoemaker

January 18, 2012

The pace of change in our economy and our culture is accelerating--fueled by global adoption of social, mobile, and other new technologies--and our visibility about the future is declining. This article, written by Robert Safian  of Fast Company, is titled "This Is Generation Flux: Meet The Pioneers Of The New (And Chaotic) Frontier Of Business:The future of business is pure chaos. Here's how you can survive--and perhaps even thrive". It does an amazing job of describing this new business landscape and is a must read for every executive.  Here are the highlights. Enjoy!

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Topics: New Leaders, collaborative leadership, Sales Coaching Summit, Leadership Culture, Employee engagement, company culture, sales management skills

Sales Managers--roadblock or on-ramp for strategy and growth?

Posted by Bill Eckstrom

December 9, 2011

EcSELL is currently going through our semi-annual retreat.  Goals are reviewed, tweaks are made, a deeper understanding of our member and associate needs is causing change.  We spend three, half days where our team shares where they’ve been (themselves and their departments), where they’re at, but most importantly, where they want to be professionally and personally.

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Topics: collaborative leadership, Leadership Culture, sales meetings, Sales Strategy, sales coaching, Leadership & Management, Executives, collaboration, ideas for sales leaders

The Complexity Zone Invites Mistakes. Learn Why.

Posted by Kristi Shoemaker

November 23, 2011

Do  colossal mistakes, also have the opportunity to result in game-changing innovations? That is one of the questions that Paul J.H. Schoemaker, research director of Wharton's Mack Center for Technological Innovation and chairman and founder of consulting firm Decision Strategies International, has been exploring throughout his career. Recently he was interviewed by Stephen J. Kobrin, a Wharton management professor and executive director of Wharton Digital Press, about his view on failure. Here are the highlights from the interview "Paul J.H. Schoemaker's 'Brilliant Mistakes': Finding Opportunity in Failures"

Enjoy!

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Topics: Leadership Culture, Complexity Theory, Leadership & Management

6 Athletic Coaching Ideas Sales Managers Should Use

Posted by Kristi Shoemaker

November 14, 2011

Successful coaches draw amazing performances out of their players and teams via a balance of individual and overall connections. Sales managers can learn to run the same plays. Chief Learning Officer magazine shared the research findings from Frank Mulhern, associate dean of research at the Medill School of Journalism at Northwestern University.  Mulhern synthesized his findings into a coherent set of conclusions which he called the six pragmatic dimensions of successful coaching. His work ties in nicely to the work that EcSELL Institute has been doing on leadership development and defining the role of the sales coach, and the Sales Performance Equation.

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Topics: Best Practice, Leadership Culture, Sales Manager Tips, Leadership & Management

The X Factor at Work: A Recent Example of Coaching

Posted by Bill Eckstrom

November 1, 2011

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Topics: collaborative leadership, Sales Coaching Summit, sales leadership, executive sales management, Leadership Culture, Leadership & Management, Sales Management, coaching

5 Words You Should Not Use as a Sales Leader

Posted by Kristi Shoemaker

October 10, 2011

Would you believe that the words you use actually determine whether you succeed or not? Language shapes how we experience the world. Ivana Taylor, Marketing Strategist of DIY Marketers shows you  how to transform passive words into powerful actions.  This is a good exercise to do with your entire sales team to help them with their sales presentation skills.

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Topics: Leadership Culture, Presentation Skills, ideas for sales leaders

REAL Leadership Characteristics

Posted by Kristi Shoemaker

September 9, 2011

REAL relationships:  characterized by Responsibility, Expectations, Accountability, and Learning. Dr. Bret Simmons, President, Sierra Management Research, Inc. and upcoming Sales Coaching Summit  instructor, shares his research-based insights on what it takes to be a REAL leader.

Leadership requires influential relationships with others to get things done; however, it’s only through right relationships with others that we are even able to fully see what really needs to be done. Right relationships are interdependent partnerships, not dependent contracts.

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Topics: Leadership Culture, sales leadership best practices

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