The Coaching Effect Blog

Thanking People, Not CRMs

Posted by Will Kloefkorn

November 22, 2016

"At the upcoming annual company holiday party I can’t wait to thank my CRM system for all of my success this past year" . . .  a sentence that is likely to be said by a total of zero sales people in the next month and a half. 

Not because CRM systems are not important, but rather because they do little to nothing when it comes to motivating sales people. Likewise, you are not going to hear many reps stand up and thank their manager for their overwhelming product and industry knowledge. Again, not because these things are not important, but rather because they are not what research proves motivates sales people to drive performance. So what will sales reps thank for their success?

People! They will thank people!

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Topics: front line sales managers, professional development for sales management, Leadership & Management, Sales Management

Sales Leadership Challenge: Thinking outside the box

Posted by Kathy Collins

March 14, 2016

Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard.  Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan.  Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.

As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day.  This pace often pushes us into a state complexity.  The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible.  In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals.  To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team.  In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.

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Topics: Catalytic Factor, Leadership & Management, sales manager, sales management

Leadership Challenge: Pursuing a Fresh Perspective

Posted by Kathy Collins

February 5, 2015


Sometimes we are all in need of a fresh perspective.  My constant inspiration to think outside of the box most often comes from my son Aden and his band of brothers he calls neighbors, friends, teammates…dudes.  Recently they were all staring at our play structure in the backyard which they had sadly outgrown and said to one another, what else could it be?  And then the craziness really began.  My husband and I let the boys build, and build and build…and build.  After 2 weeks we had quite a mess and a veritable ‘condo’ for 12-year old boys in our backyard.  Wisely, my husband let them build without a plan only to illustrate what happens when you don’t have a plan.  Needless to say, while it looked cool, it was unsteady, sloppy and not build to last. What happened then was a shining example of how good planning, mapping out, measurement, strategy and execution could be the difference between the catalytic factor and chaos.

As sales leaders, we are constantly barraged with new problems-to-solve, challenges and opportunities. The demand on our time is infinite while the pressure to perform in our own positions as well as coach our teams mount every day.  This pace often pushes us into a state complexity.  The desire to create order from complexity may sometimes cause us to react without measuring, planning, executing to the best strategy possible.  In order to effectively counteract this tendency, as a sales coach you must be highly disciplined in how to engage and challenge your team members to not only rise to the occasion when faced with complexity, but to thrive in the face of it. The collective engagement of the group is always stronger than the engagement of just a few individuals.  To challenge and push team members to maximize performance a coach must be able to inject the catalytic factor in a manner that is meaningful to the leader and the team.  In essence, the catalytic factor pushes people to find new ways to do things, solve problems, think in new, innovative ways as well to be able to tackle difficult challenges.

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Topics: Catalytic Factor, Leadership & Management, sales manager, sales management

Sales Coaching: A Tale of a Savvy Sales VP

Posted by Sherri Daubert

November 6, 2014

 

Once upon a time, a savvy sales VP decided she wanted to improve her sales team performance by instilling a company culture of coaching.        A great coach surely would get her people all the latest and very best in sales methodology so she enlisted the aid of the finest sales trainers and consultants in all the land.   They trained, they learned, and the savvy sales VP even went so far as to get an app, where she and subsequently her managers could do on demand coaching with her people through their smart phones.    Very efficient, very techy and very cool.  

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Topics: coaching effectively, executive sales management, innovative technology for sales departments, company culture, women in sales management, coaching sales people, sales coaching, Leadership & Management, coaching, sales team coaching,

Sales Coaching: 4 Leadership Traits of Sales Managers

Posted by Sherri Daubert

October 23, 2014

Sales Organizations are unique in ways that create unique challenges.

According to Harvard Business Review contributor Scott Edinger, and noted in this previous blog post by Kristi Shoemaker, the most difficult leadership position is head of sales.   

Leadership_Image

First of all, in most cases, sales reps are often spread out physically all over the place, since sellers tend to stay close to customers, not to headquarters. Not being all together makes substantive interactions between sales producers, management staff and sales team leaders difficult.

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Topics: executive sales management, front line sales managers, Leadership & Management, coaching

Sales Leadership Challenge: Crucial Conversations (Part 2)

Posted by Kathy Collins

May 15, 2014

Conversations

"Seek first to understand, rather than to be understood. This principle is the key to effective interpersonal communication."-Stephen Covey

Crucial conversations are one of the top reasons executives and managers can become derailed. Mastering this skill helps us understand how to become a better leader through personal relationship building. To quickly review what we learned in Part I of this discussion, we learned what makes up a crucial conversation, how to start with heart, learn to look for meaning and how to create a discussion 'path' by using the acronym, STATE. Today, we will continue to strengthen our discussion skills by learning how to start the conversation and how to move to action through decision making.

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Topics: Leadership & Management

Sales Leadership Challenge: Crucial Conversations (Part I)

Posted by Kathy Collins

May 1, 2014

 

You are either building, flat lining or destroying your relationships one conversation at a time."-Susan Scott

Relationships are a priority in life. The conversations that help us build those relationships ultimately effect the quality of your life and the lives of others around you. Those "crucial conversations" can be defined as a discussion between two or more people where the stakes are high, opinions vary and emotions are strong. Research shows that strong relationships, careers and organizations are all able to draw power from the ability of team members to speak openly. People who can get things done, and at the same time build on relationships, are ultimately able to master the challenge of their crucial conversations.

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Topics: Leadership & Management

Do more and meet less

Posted by Sarah Wirth

October 10, 2013

“Work expands so as to fill the time available for its completion.”  This adage was first
written by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take
– but one that is profound when you consider how true it is.  And I don’t think that there is any activity where Parkinson’s Law is more evident than business meetings. 

We all know the grind of having a calendar full of meetings.  There are so many important things on our to do lists – coaching our reps, responding to customer needs, putting together plans to grow our sales, etc. – that the last thing many of us want to do is sit through yet another hour long meeting.  Typically, that’s not because the information shared or things  discussed in business meeting are unimportant.  On the contrary, the content shared is typically very relevant to us and our work.  No, what frustrates us and makes us dread the meeting is that we also know that much of the time will be wasted on unnecessary discussions, debates and redundant information. Meetings per se are not bad, but how they are conducted often is.

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Topics: Best Practice, New Leaders, Planning, sales leadership, Motivating Sales Team, Performance Review, Motivation, Teamwork, one on one meetings, Adaptive Leadership, Success, sales rep peformance, Leadership & Management, collaboration, professional development, assessment tools, top performing sales organizations, time management

Put Your Team into Complexity: Leadership Lessons from Moneyball

Posted by Sarah Wirth

September 19, 2013

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Topics: sales leadership, Leadership Culture, Motivation, Catalytic Factor, Complexity Theory, Innovation, sales team development, Leadership & Management, EcSELL Institute

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

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