Sales Coaching Blog

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

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: innovative technology for sales departments, Leadership & Management, Executives, sales management skills, New Leaders, sales analytics & performance tracking, professional development, sales performance, front line sales managers, sales coaching, sales leadership, sales processes, Sales Strategy, ideas for sales leaders, sales coaching, Leadership Development, sales leadership, Sales Management, sales manager

Status Quo? Only if you want to get left way behind.

Posted by Kristi Shoemaker

January 18, 2012

The pace of change in our economy and our culture is accelerating--fueled by global adoption of social, mobile, and other new technologies--and our visibility about the future is declining. This article, written by Robert Safian  of Fast Company, is titled "This Is Generation Flux: Meet The Pioneers Of The New (And Chaotic) Frontier Of Business:The future of business is pure chaos. Here's how you can survive--and perhaps even thrive". It does an amazing job of describing this new business landscape and is a must read for every executive.  Here are the highlights. Enjoy!

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Topics: sales management skills, New Leaders, company culture, Sales Coaching Summit, Employee engagement, collaborative leadership, Leadership Culture

5 Ideas that Add Energy to Sales Meetings

Posted by Jaime Davis-Thomas

March 28, 2011

It pays off to spend some time planning for your sales meeting. Here are a few ideas that will spark some interest and may even lead to some increased sales through the discovery of best practices.
  1. The Daily Huddle is a 20-minute call first thing in the a.m., during which each team member or participant has two minutes to list their biggest accomplishment from the previous day, what they wanted to accomplish that day, and what they needed from the team leader or someone else on the call. The secret to getting the most out of the Daily Huddle: “Keep it short. Keep it focused. And try to have it at the same time every day – first thing in the AM.”
  2. Appreciative Inquiry - select one sales rep to share the story of a recent success ahead of time. They should come prepared to share an overview of the sales process from beginning to end. Listeners question the sales person from a "what's working" frame of reference, and from an unconditional postive stance. The idea is that discoveries and best practices will be made. For more on AI, visit The Appreciative Inquiry Commons (more)
  3. Rattle Some Cages - pick a brainstorming question that will shake things up a bit. For example, "What unwritten rules within our team make it difficult to get things done quickly, efficiently, or profitably?"  For more cage rattling questions visit the Human Capital League (more)
  4. Evaluate the meeting. Make sure that you take the time to step back occasionally to have meeting attendees provide feedback. Ask “what is working?” and “what needs improvement?” This will enable you to continuously improve your meetings.
  5. Invite a Guest. You don’t want to do all the talking, and besides, it’s impossible for you to know everything all the time. Invite professionals from related fields or within your company to talk about their area of expertise and how it relates to the sales team. Be sure to save time for questions. Says Robert Aigner, a team leader for Keller Williams Beverly Hills, who frequently invites guest speakers to his sales team meetings: "It’s not that I don’t think I would bring value on my own, but having a lender talking about condos seems to shed new light."

Have you implemented any of these? How did it go? Did it catch on? What other ideas have you tried?  We'd love to hear from you!

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Topics: Sales Management, Best Practice, collaboration, Teamwork, Engagement, Creativity, New Leaders, goals, sales coaching, sales producer, Accountability Coaching, sales team, sales coaching, Motivation, Employee engagement

Archimedes and Today’s Sales Leader

Posted by Bill Eckstrom

August 12, 2010

Archimedes and Today’s Sales Leader

Posted by Ken Eiken, Advisory Council Member of the EcSell Institute

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Topics: Peer Network, Strengths, New Leaders, professional development, goals, sales coaching, sales leadership

2 Most Important Keys to Effective Leadership

Posted by Jaime Davis-Thomas

July 28, 2010

by Jaime Davis-Thomas, Director of Research & Publications, EcSELL Institute

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Topics: Leadership & Management, Wisdom, New Leaders, sales team

20 Best Places to look for Sales Management Jobs

Posted by Jaime Davis-Thomas

June 29, 2010

Sales Managers are one of the most important occupations in a corporation. Sales Managers include such positions as "Vice President of Sales", "Director of Sales", "Regional Sales Manager", or even "Business Development Executive". With an annual average salary of $110,00 Sales Managers are the 24th highest paid occupation in the US (out of more than 800). Taking out dentists, surgeons, physicians and associated specialties, Sales Managers are the 11th best paid workers in the United States.

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Topics: Research, Career Development, New Leaders, Resources for sales managers, sales management research, front line sales managers, talent identification & acquisition

Sales Manager And Leadership Lessons

Posted by Bill Eckstrom

April 27, 2010

"Was there one of my top 150 people who was thinking, ‘You know, Jeff, commercial real estate shouldn't be so #@$%!* big', but didn't have a way to say it".  Jeff Immelt, GE's Chairman & CEO is now looking for new ways to connect with, develop and coach his team and he seems to have gotten creative.

Think about it this way...  Let's say you have a sales rep who put together a great year and exceeded their number in a big way.  Any prudent Sales Exec/Manager would investigate what they are doing and share new best practices with the balance of their team in hopes of emulating the result.  Don't pass up the same opportunity given what we know about GE, their success and approach to developing talent. 

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Topics: Best Practice, New Leaders, Sales manager training, Career Development, front line sales managers, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, Pillars, Executives, Sales Management, sales management skills, coaching, professional development, sales management resources, Resources for sales managers, sales performance, 6 Pillars of Sales Productivity

Sales Manager Conference—What is your excuse?

Posted by Bill Eckstrom

February 14, 2010

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Topics: Announcements, professional development for sales management, Research, EcSELL Institute, Leadership & Management, sales leadership conference, Sales Management, sales management resources, sales management skills, Engagement, Career Development, Strengths, coaching, New Leaders, professional development, sales management books, Sales Management Summit, sales coaching

Sales Management Leadership Comparisons: I lost my example...

Posted by Bill Eckstrom

January 6, 2010

 

It was disheartening to hear as it all unraveled.  A person who I've blogged about, oft used in my analogies for those in sales leadership, a role model for all who work to be the best at their respective trade-has really biffed.

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Topics: professional development for sales management, EcSELL Institute, Leadership & Management, Executives, Sales mgt summit, sales leadership conference, Sales Management, Best Practice, sales management skills, Strengths, coaching, New Leaders, professional development, Sales Management Summit

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