The Coaching Effect Blog

A Sales Coaching Methodology: One Level Up

Posted by Sarah Wirth

November 5, 2018

Millions of dollars and hours are spent each year by sales departments on training, with much of this directed toward teaching sales people a sales methodology and the skills to execute it. So much time and energy is spent here for one simple reason is - because it gets results

However, the best sales methodology and training in the world can lose much of its impact without an effective sales coaching methodology to reinforce it (Tweet this).  Unfortunately, a sales coaching methodology is a foreign concept to most organizations.

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Topics: ONE-UP, Management Activities

One-to-One Meetings: Why they matter and how to do them effectively

Posted by Sarah Wirth

July 10, 2018

According to EcSell Institute research, one-to-one meetings with your reps may be one of the most critical factors in helping them perform. In our Through the Eyes of the Rep survey, we see strong relationships between reps that rate their one-to-one meetings with their managers as effective and reps that rate their managers as excellent leaders, coaches and effective at motivating them to greater sales importance. 

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Topics: Management Activities, Coaching best practices

Management Activities ≠ Results

Posted by Phyllis Trower

July 26, 2016

A Gallup poll of more than 1 million employed U.S. workers concluded that the No. 1 reason people quit their jobs is a bad boss or immediate supervisor.

“The majority of today’s front-line managers were promoted as a result of high performance in pre-management roles, regardless of what those roles might have been. Thus, many promotions into front-line management positions result in ‘accidental’ managers who are ill- equipped to perform successfully in their new role.”  - BearingPoint Institute

“…nearly 60% of front-line managers underperform during their first two years in the seat, driving performance gaps and employee turnover across the entire frontline.” Given the importance of the front-line role, this shortfall matters. - BusinessWire

“Shifting an effective manager to an effective people manager can improve employee performance by 25%, employee engagement by 52%, and employee retention by 40%.” - Leadership Roundtable of the Conference Executive Board

The research points to one very clear and concise fact: Front-line managers are the single-most influential factor in driving employee motivation and performance.

In our world today, we are rewarded and reveled for doing a lot of activity. It is somewhat of a “badge of honor” to be the first in the office and the last to leave, to be so busy we can’t breathe, to be in & on every aspect of social media, to be available 24/7 and so on. You get the picture.

Here’s a different lens to that picture.  Definitions according to Miriam-Webster are:

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Topics: Sales Coaching Effectiveness, sales rep motivation, Management Activities

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