Sales Coaching Blog

5 Most Important Questions for a Sales Manager to Ask

Posted by Kristi Shoemaker

April 11, 2012

Dave Kurlan, president of Objective Management Group, was a featured instructor at our spring Sales Coaching Summit. Dave continues to pioneer the sales assessment industry by providing EcSELL Institute members with crucial insights into sales force intelligence to ensure you can answer the “5 Most Important Questions”.  Here are the highlights from his Summit session.

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Topics: Pillars, talent identification & acquisition, Sales Coaching Summit, partners

How To Hire SuperStar Sales Talent

Posted by Kristi Shoemaker

October 4, 2011

Andy Miller of Andy Miller International Inc. taught the attendees at the Fall 2011 Pre-Summit 6 Pillars of Sales Productivity Workshop how to hire superstar sales talent.  Here are several top sales people recruitment tips from his session on the Talent Identification and Acquisition Pillar.

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Topics: talent identification & acquisition, partners

Hiring the Right Sales Manager – a key strategic move

Posted by Kristi Shoemaker

September 16, 2011

With the DOW falling 2.2% last week, consumer confidence dropping to the lowest level since 2009, and growing fears of a double dip recession, it's more important than ever for business leaders to assess every key role in their organizations to ensure that they not only survive, but will be able to thrive under these unpredictable conditions.  Danita Bye, President of Sales Growth Specialists and EcSELL Institute Pillar Partner, shares her views on how to hire the right Sales Manager.

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Topics: talent identification & acquisition, executive sales management, partners

The 5 Minute Phone Interview

Posted by Kristi Shoemaker

August 19, 2011

This best practice comes from our Pillar Partner Tony Cole, CEO of Anthony Cole Training Group.  Tony suggests that a Sales Manager conducts a five minute phone interview with the top sales rep candidates. This is how it should go.

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Topics: Best Practice, talent identification & acquisition, interview questions, partners

Sales Rep Behaviors that Predict Customer Loyalty

Posted by Jaime Davis-Thomas

October 4, 2010

Our Pillar Partner, Brookeside Analytics, has identified sales rep behaviors that predict customer loyalty. These are an extension of the Employee's loyalty predictive index - a study conducted by Harvard at AT&T.

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Topics: Pillars, Leadership & Management, Sales Management, Best Practice, Customer Service, partners, Resources for sales managers, sales producer

6 Signals a Sales Compensation Plan Should Change

Posted by Kristi Shoemaker

September 1, 2010

6 Signals a Sales Compensation Plan Should Change

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: sales management webinar, Sales Management, Best Practice, compensation recognition rewards, partners, sales rep peformance, sales producer

How Customer Loyalty Programs and Sales Rep Incentives Aid Sales

Posted by Jaime Davis-Thomas

August 6, 2010

How Customer Loyalty Programs and Sales Rep Incentives Aid Sales Organizations

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Topics: Customer Service, Engagement, compensation recognition rewards, goals, partners, sales producer, sales coaching

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