Sales Coaching Blog

10 Reasons Why You Should Attend This Sales Coaching Summit

Posted by Anna Schott

March 15, 2018

Sales conferences sound like the most boring events on the planet. There, I said it for you. But quite honestly, EcSell’s Sales Coaching Summit is far from boring. Most attendees leave saying it was the best investment they made for themselves, their team and their organization and some of those people weren't even in sales. Don't believe me? Read the testimonials at the bottom of this blog. 

Here are 10 reasons why our sales coaching summit is unlike any other:

Read More

Topics: Sales Coaching Summit, Leadership Development, Sales Coaching Events, Coaching Resources, Manager Resources

3 Things to Look Out for in 2018

Posted by Bill Eckstrom

December 19, 2017

Anna Schott, EcSell’s Director of Marketing, has summoned me to write about what our client and non-client community can look forward to in 2018. 

This makes sense, but I found it a bit ironic because I’ve spent so much time in 2017 learning how to be present and find happiness in the moment (more on that in a later communication). Having said that, I would be remiss as a leader to not be dreaming and thinking about how we, through our work, can touch more lives.

Read More

Topics: Leadership Development, Growth Rings

Senior Leaders and Managers . . . Listen Up!

Posted by Sarah Wirth

May 5, 2017

Listening is one of the most important skills a sales manager can possess. According to our research, just the simple act of listening to one's team member can make a manager more effective in the eyes of his or her team. Yet, we are constantly undermining our ability to become a better listener by the thoughts going on in our mind.
At our EcSell Institute sales coaching summit, Scott Hunter introduced our audience of sales leaders to the concept of the “the conversation” – the internal dialogue we are always having with ourselves. According to Scott, we are constantly using our past experiences and beliefs to judge and assess our current experiences; therefore, “the conversation” is hard-wired into us at an early age and will constantly impact how we view our world and interact with others. 
Read More

Topics: Leadership Development, Best Practices

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

Read More

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

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.

Read More

Topics: New Leaders, 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, Leadership & Management, Executives, Sales Management, sales management skills, professional development, sales performance, ideas for sales leaders

Sales Coaching and your 20's

Posted by Will Kloefkorn

July 24, 2013

If you go to the new and improved EcSell Institute Facebook page, you will see an article from Forbes titled 20 Things 20-Year Olds don’t get. It is a good read and if you are a sales leader that has the honor of coaching the Millennial generation you will likely relate with this list. However, our 21 year old Marketing Intern astutely points out on our page that this article is a good read for beginners as well as experts – touché young Millennial. Believe this much, Hannah is absolutely correct. Being thirty one, I too am a Millennial albeit a veteran one. I just graduated from my 20’s so a lot of lessons on the list are very fresh in my mind. Perhaps the most important lesson I learned in the last decade is that humility is an amazing quality to learn, especially in a career such as sales where the losses and lessons are plentiful.


My favorite item from the list that 20-Year Olds don’t get was this – People matter more than Perks. Not when I was 22 and fresh off of taking over the world by obtaining my College degree they didn’t. Perks were cool and so was I (or so I thought). The author Jason Nazar explains by saying, “It’s so trendy to pick the company that offers the most flex time, unlimited meals, company massages, game rooms and team outings.  Those should all matter, but not as much as the character of your founders and managers. Great leaders will mentor you and will be a loyal source of employment long after you’ve left.  Make a conscious bet on the folks you’re going to work for and your commitment to them will pay off much more than those fluffy perks. Like Hannah, Jason is absolutely correct as well.

Read More

Topics: Millennials, Leadership Development, sales leader, sales coaching, coaching

Are you stealing the spotlight from your reps?

Posted by Sarah Wirth

June 27, 2013

Read More

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

Back to the Basics: The Importance of Coaching to the Sales Process

Posted by Sarah Wirth

March 14, 2013

My 8-year-old, Miles, is on a traveling baseball team and this Spring they are selling raffle tickets to raise money for their uniforms, tournament entry fees and other expenses.  My husband, always in his “Sales VP” mode, decided this was a great opportunity to develop what he is sure is our son’s budding potential as a future sales superstar.  Excited about his plan, I listened in as he coached Miles through each step in the sales process.

First, Miles had to identify his target market.  Like any astute kid, Miles knew right away who was likely to most easily part with their money for him – his big collection of grandparents!  After he had identified his prospects, Miles’ next step was to create his sales script.  My husband helped him think through what he wanted to say about his purpose and the benefits of what he was selling.  Next, Miles did a little role play with me and I had to laugh when he finished his pitch by saying “How many raffle tickets can I put you down for?”  Miles took my laughter as him doing something wrong, so I reassured him that I really liked how he assumed the sale, rather than asking for it.  Finally, Miles practiced his upsell by letting me know that I could increase my chances of willing by purchasing another ticket, which also drew a chuckle from me, but one which I quickly stifled so he wouldn’t think he was doing something wrong.

Read More

Topics: sales training, collaborative leadership, Sales Coaching Model, sales processes, Leadership Development, sales 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.

Read More

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.

Read More

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

Subscribe to Email Updates

Follow EcSell


Recent Posts

Posts by Topic

see all