Sales Coaching Blog

The Sales Skills Audit: A New Kind of Performance Review

Posted by Sarah Wirth

June 11, 2014

Almost every sales manager hates doing performance reviews.  And why wouldn’t they? Most of the time, they’ve been handed a form from their human resources department that isn’t specific to sales and that forces them to write long paragraphs of feedback about areas that may not be relevant to achieving success in their role.  Moreover, after so much writing, each review starts to feel and sound the same, so the managers question how much value they are even adding through the review process.  This is why EcSell Institute recommends a new kind of performance review for a sales team – the sales skills audit (see form here: Sales Rep Annual Skills Audit (Performance Review).

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Topics: Best Practice, growing sales, Performance Review, coaching sales people, coaching sales reps, feedback

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

10 Reasons Why You Lose Top Sales Talent

Posted by Kristi Shoemaker

December 28, 2011

Eric Jackson recently wrote a story for Forbes Magazine about the "Top Ten Reasons Why Large Companies Fail To Keep Their Best Talent."  Interestingly, may of these problems could have been avoided if management had better coaching and leadership skills. Your workforce is demanding more and it is the responsibility of the sales manager to meet those needs in order to retain your best employees. (Learn how the sales management profession must evolve to keep pace with societal, technological, and workforce change at the spring Sales Coaching Summit.)

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Topics: Leadership & Management, Employee engagement, retaining top talent, retention sales, Performance Review

13 Performance Review Questions for a Sales Manager Position

Posted by Kristi Shoemaker

October 31, 2011

Assessing the performance management and sales coaching practices of a Sales Manager requires a different set of questions according to Joan Henshaw of Performance Objectives Now.

Here are 13 questions you can use to assess your Sales Managers' employee management, leadership, and coaching practices during performance reviews.

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Topics: Performance Review, professional development for sales management

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