The Coaching Effect Blog

Step One to Being a Great Sales Coach:  Building Strong Relationships with Reps

Posted by Sarah Wirth

February 10, 2016

Connecting is the first step to coaching – it’s a simple adage we espouse here at EcSell Institute.  This is because our research shows that strong relationships are a necessary foundation for effectively coaching and investing in sales reps.  Without strong relationships, sales managers do not have the level of trust they need to give reps honest feedback, challenge them to improve their skills or guide them in their careers.  Now this may seem like an obvious concept, but ask yourself the following question – if you believe that personal relationships are essential for coaching people most effectively, why haven’t you created this level of relationship with every rep you manage?

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Topics: sales coaching, Manager and Rep Relationship

Sales Coaching: It's the relationship stupid

Posted by Will Kloefkorn

September 24, 2015

Allow me to be blunt; if you don’t know me you can’t coach me. I am fairly confident that this premise also applies to every sales manager/sales rep relationship across the globe. It is a fairly obvious statement, but while that is true, it also makes it very easy to give it lip service as opposed to actual top notch relationship execution. If you are skeptical of this, allow yourself to consider the following questions below:

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Topics: one on one meetings, Sales Manager Tips, sales manager coaching, sales coaching, sales rep peformance, sales performance, five high pay activities, Manager relationships, Manager and Rep Relationship

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