The Coaching Effect Blog

Read This Before Promoting Your Top Performer

Posted by Will Kloefkorn

September 9, 2019

“We know it’s not the smartest thing to do, but we promote our high performing salespeople into management roles.”

In the words of the infamous Bob Newhart, STOP IT! Everybody knows that this “worst practice” needs to stop, but almost everyone continues to abide by it. Why? Call it laziness or call it lack of discipline, but no matter how you slice it, promoting a great salesperson, or team member, into a management role that does not have both the skill and will to be a high-performing coach has huge implications.

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Topics: Leadership Lessons

Habits, Rituals, & Routines from the 2019 Coach of the Year, Harry Hicks

Posted by Kathy Collins

September 4, 2019

I always say if you need something done, ask the busiest person you know. Or, if you want to learn the habits of a successful person, spend time with one to better understand what makes him or her tick.

Harry Hicks is exactly the person the EcSell Institute wants to learn from on how to create daily habits to help drive high-performance coaching.

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Topics: Leadership Lessons, The Coaching Effect Summit

How the Best Leaders, Managers, Coaches, and Teachers Drive Discretionary Effort

Posted by Bill Eckstrom

August 27, 2019

He saw through my juvenile behavior which, according to him, was not masking my ability. And while in his class I was expected to behave like a gentleman, which seemed more achievable to me than getting an “A” on a test. My 8th grade core classes teacher, Mr. Yahnke, saw talent in me that was not only missed by other teachers, but something I certainly didn’t see myself. And as a result, he was about to obtain vast amounts of discretionary effort from me.

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Topics: The Coaching Effect, Leadership Lessons

What ONE Book Would You Read for the Rest of Your Life? Here Are Our Picks.

Posted by Anna Schott

August 2, 2019

Every other Monday the EcSell Institute team gathers at the conference room table, or conference line, for a team meeting. An agenda is always sent out in advance in order to keep things moving at a productive pace and so team members can plan accordingly to the items of business that will be covered. 

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Topics: Leadership Lessons

3 Behaviors Leaders Need to Effectively Coach Through Change

Posted by Bill Eckstrom

July 9, 2019

You’ve all read about it, heard about it and likely tried to implement it.  You intellectually understand the concept and perhaps have seen the benefits.  But very few leaders are emotionally ready to follow through on one of the most basic and challenging growth perpetuating behaviors - coaching through change. How do I know this?  By looking at the data of leaders at all levels who, despite understanding how activity and behavior change will lead to improved team sales results, either consciously or subconsciously continue doing the same things and obtaining the same results.

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Topics: Leadership Lessons

Leadership Lessons from Pop Culture:  The Impact of Role Play

Posted by Sarah Wirth

July 1, 2019

Last month we began our series on how leadership is portrayed in popular films and TV shows to see if those tropes work in the real world. For example, do managers who do things like give a motivational speech or a tough assignment really help their teams perform better? Our first blog looked at managers who were rated as good motivators by their teams and found that they led teams that sold nearly half a million more a year than other teams. So yes, the popular movie trope of the motivational manager seems to actually work in the real world.

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Topics: Leadership Lessons

10 Takeaways from the "Trillion Dollar Coach"

Posted by Will Kloefkorn

June 19, 2019

“Because the world faces many challenges, and they can only be solved by teams. Those teams need coaches.” – "Trillion Dollar Coach"

Our mission at the EcSell Institute is to create a world where everyone knows what great coaching feels like. The individuals that were fortunate enough to know and interact with Bill Campbell experienced a world like this. The Trillion Dollar Coach is a fantastic new book that focuses on the life and coaching secrets of Bill Campbell.

From his early days coaching football at Columbia, to his time spent at Google, through his later days mentoring and coaching some of the biggest names in Silicon Valley, for free I might add, Bill positively impacted the lives of thousands of individuals and helped them become better people and professionals than they could have without him in their lives.

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Topics: Book Reviews, Leadership Lessons

50+ Questions Your Team Members Are Craving to Answer

Posted by Stacia Jorgensen

May 21, 2019

Over and over again in our research, we find that the relationship between a team member and their leader or manager (aka: coachis one of the most important variables that impacts performance. Understandably, we often are asked by leaders how they can be better relationship builders with their team. One of the easiest, most meaningful, and highly effective ways to go about this is by simply asking more questions. 

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Topics: Leadership Lessons

3 Strategies to Maximizing Performance by Broadcasting Happiness

Posted by Kathy Collins

May 13, 2019

Do you broadcast happiness? Do you share good news, support, encourage, congratulate or thank the people in your life? Could you possibly be underestimating the power of positivity?

Each of us could make improvements in this area, and Michelle Gielan’s recent keynote about "happiness" during EcSell Institute’s Sales Coaching Summit (rebranded as The Coaching Effect Summit now) in Charlotte, NC, was just what many of the attendees, including myself, were craving. As a former CBS news anchor and author of Broadcasting Happiness, Michelle's objective was to educate and emphasize the science of happiness by working to create success in sales through positive engagement.

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Topics: Leadership Lessons

Why Leaders Should Manage Mindset, Not Skill Set

Posted by Will Kloefkorn

May 9, 2019

Consider the following two questions: 1) On any given day, who do you think about the most? 2) On any given day, who do you have the most conversations with?

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Topics: growth mindset, Leadership Lessons

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