The Coaching Effect Blog

The Coaching Effect: Manager Metrics Every Leader Should Be Measuring

Posted by Bill Eckstrom

March 9, 2020

(Adapted from "The Coaching Effect" book.)

If you're a leader you know that "coaching" has always been considered a soft skill, and what differentiates a soft skill from a hard skill is measurability. The way one dresses, their executive presence, social graces, voice intonation, body language, and so on are soft skills because they are not measured nor correlated to performance.

Coaching, however,  no longer fits that definition since it can now be measured and correlated to decreases or increases in performance. For example, when EcSell Institute measures how often a coach does joint work with sales people, how often they have a career discussion, how often they provide feedback, how often they are holding one-to-one meetings, and how effective they are at all those activities, we can then correlate them to performance and draw fact-based conclusions on coaching effectiveness. More on this here

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Topics: Performance Tracking/Analytics, Performance Equation, Assessment Tools, The Coaching Effect, Building Relationships

Nourish Your Professional Lifespan

Posted by Kristi Shoemaker

June 4, 2012

 “…an individual’s current skill-set is of secondary importance to their ability to learn new knowledge, skills and behaviors that will equip them to respond to future challenges.  As a result, our focus must shift to finding and developing individuals who are continually able to give up skills, perspectives, and ideas that are no longer relevant, and learn new ones that are.”  The quote from our Pillar Partner the Center For Creative Leadership's white paper continues to support the fact our world is becoming more complex—unable to predict outcomes.  To be comfortable with what you know and what you are doing today is to be stagnant, not a desirable label with which to be stuck. 

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Topics: Performance Equation, Professional Development Ideas

Are You Growing In All the Skills That Drive Sales Performance?

Posted by Bill Eckstrom

April 2, 2012

 

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Topics: Performance Equation, Catalytic Coaching/Factor

Coaching Training Part 3: The 3 Elements of Coaching

Posted by Bill Eckstrom

February 20, 2012

In part one of this three part series on coaching training, we talked about why you can't manage your way to growth.  In part two we shared the new Sales Performance Equation(TM) for excellence. Today we will define, in detail, the various elements of the Sales Performance Equation and explain the importance of each in your role as a sales coach. 

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Topics: Performance Equation, Catalytic Coaching/Factor

Coaching Training Part 2: The Sale Performance Equation to Excellence

Posted by Bill Eckstrom

February 15, 2012

In part one of this three part series we explained that a sales coach is a  strategic position that has a three-fold purpose: to manage processes and output, to create a collaborative leadership environment, and to navigate between order and complexity to ensure maximum growth. In our new Sales Performance Equation(TM), we examine the key components of sales coaching. As with any model established through the EcSELL Institute, the end result must always be increased performance.

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Topics: Performance Equation

Sales Performance Equation: Formula to Increase Sales

Posted by Kristi Shoemaker

October 5, 2011

Throughout history, leadership approaches have reflected the advancement of different industries as well as societal changes. As new economies develop, management approaches evolve to drive new types of workers. Research continues to shape our understanding of what motivates people to perform at a higher level. Scientific discoveries about how people think and feel teach us how to tap into the need to achieve. Simply stated, as the world changes, so does the way in which we manage, lead, and coach people.

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Topics: Performance Equation

Sales Management Math: The Sales Coaching Formula

Posted by Kristi Shoemaker

August 16, 2011

At the last EcSELL Institute we believe that the profession of a Sales Manager must move from a traditional management model to a sales coaching model.  The management model in sales is about and distributing tasks, reporting back results, with the focus being on tools and processes. Many sales managers believe that this is all it takes to hit a number.  Based on research, we know now that this is only part of the formula for driving performance.

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Topics: Performance Equation

When to coach the TEAM. When to coach the INDIVIDUAL.

Posted by Kristi Shoemaker

June 29, 2011

In the new Sales Performance Equation(TM), we see that Leadership is a key component to sales coaching.  This article, published by Harvard Business Review shares an interesting perspective on the difference between coaching individuals and coaching the team.  Both are needed but it is important to understand the impact each has on building a collaborative leadership culture. Read the full article

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Topics: Employee Engagement, Performance Equation

Sales Performance Equation Part II

Posted by Kristi Shoemaker

June 27, 2011

Our world, your employees, and how people interact has changed and as a result, your old sales management philosophy and even your job description must change in order to keep up. In Part I we shared the components of the Sales Performance Equation, the formula for sales coaching excellence.

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Topics: Performance Equation

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