The Coaching Effect Blog

How to Squeeze the Most from Your Workday

Posted by Kathy Collins

September 15, 2015


I’m a planner. I wake up early, go to bed late and in the middle get a whole lot of everything else done.  Over the years, I’ve developed some daily guidelines that help to keep me moving in the right direction. Here are a few helpful tips that might be helpful to you as well.

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Topics: Planning, Sales Manager Tips, sales leader

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

How to Make New Year’s Resolutions Stick

Posted by Sarah Wirth

January 17, 2013

The new year is a time of renewal and positive energy for many of us.  We’ve just had the opportunity to spend time with friends and family and may have even taken a few days off work.  Save for the extra three or so pounds we’re now carrying around, we are feeling good, refreshed and ready to tackle the upcoming year.  In our positive and hopeful mindset, many of us will make new year’s resolutions to improve ourselves personally and professionally.  In spite of our best intentions, however, most of our new year’s resolutions will fail.  If you want to be among the small percentage of people who actually achieve their resolutions this year, check out this Time Magazine article featuring the research of Changeology author, Dr. John Norcross, for some specific strategies on how you can stick to your resolution:

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Topics: Planning, goals, Motivation, Catalytic Factor, Success

Five Planning Tips for Sales Leaders

Posted by Bill Eckstrom

October 4, 2012

Budgeting, strategic thinking, historic analysis, trending… and don’t forget to close the year strong! These activities and expectations consume the thoughts and actions of most sales leaders as we enter the final quarter of the year.

Below are five sales management planning tips the EcSELL Institute states will prove to be more effective than traditional planning methods.

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Topics: sales planning, Planning, sales leadership, Sales Strategy, Sales Management, sales management resources, sales performance

You are Tomorrow What You Plan for Today. Sales Plans.

Posted by Jaime Davis-Thomas

December 20, 2010

You are Tomorrow What You Plan for Today.

Tips for Sales Plans based on the book "Non-Harvard Business School Business Plan"

EcSELL Institute would like to thank our contributing author, Anthony Cole. Please enjoy this guest blog post! 

Our business is teaching all aspects of selling; sales management, sales training, sales development, sales techniques, sales plans.  Our business is selling. We sell every day, all day.  In this article I’m going to talk about business plans and sales plans, the first step toward sales success.

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Topics: sales planning, Planning, Sales Plans, Leadership & Management

Daniel Pink on "The Surprising Science of Motivation"

Posted by Jaime Davis-Thomas

October 25, 2010

Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don't: Traditional rewards aren't always as effective as we think. Listen for illuminating stories -- and maybe, a way forward. Source: on YouTube
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Topics: sales planning, sales management research, compensation recognition rewards, Engagement, Planning, goals, sales coaching, sales management skills, coaching, Wisdom, Resources for sales managers, Strengths

Sales Compensation Plans STEP 2: Determine Who is Eligible

Posted by Jaime Davis-Thomas

September 8, 2010

 Sales Compensation Planning, Step 2: Select Eligible Roles

Guest Article by Bob Malandruccolo

This is the second article in the series HOW TO BUILD AN EFFECTIVE SALES COMPENSATION PLANS written for the EcSELL Institute by Bob Malandruccolo.  Enjoy STEP TWO!

The second step in designing sales compensation plans is determining which Eligible Roles are included for sales compensation treatment. This may seem an easy step, but there are other influences that could cloud the picture. There are at least three functional groups that could be included in a plan.

The first group would be sales roles. Outside sales reps, account managers, national account managers, key account managers, major account managers, business development managers, inside sales reps, sales management, etc. If you have a plan, these roles are definitely included.  

Another function is sales support. There are marketing specialists, product specialists, pre-sale specialists, post-sales specialists, planners, pricing specialists, proposal specialists, etc. Depending on industry practices and company culture, these roles are oftentimes included in plans.  

The third group is Functional Support. Marketing, customer service, operations and legal may be eligible for the plan. Oftentimes, these roles are not included in the plan; however, operations and legal roles are sometimes included in the sales compensation plan where long sales cycles with complicated proposals and contracts exist. Think about a fifteen year contract for power plants, outsourcing programs, trains, planes, etc.  

How to determine eligibility is based on specific company criteria. Companies need to determine their own type of criteria in determining whether roles are in or out for receiving sales compensation treatment.

These are some common criteria for determining eligibility.

  • Does the role have a sales quota?

  • What is the extent of customer interaction? 

  • Are the performance measures based on sales results?

  • What are the roles responsible for? Do they acquire new accounts? Do they retain or expand existing customers?

  • What are the competitive practices for sales incentives at your direct competitors?

  • Are you able to attract and retain your specific sales talent?

  • What are your culture and your philosophy concerning roles eligible for sales compensation treatment?  

What are the most important criteria for eligibility? My experience is that if you have a quota and you have a high level of customer interaction, you (the manager) should be included in the sales compensation plan. If not, other criteria would need to come into play.  


The first step is defining the Sales Compensation Philosophy. It is developed by the Steering Committee and the philosophy guides the Design Team during the design process.  

Step 2 is determining which Eligible Roles are included for sales compensation treatment.  

Step 3 is selecting the Total Target Pay Level for each sales role. This represents the mid-point pay level for target performance.  

Step 4 is determining what the Pay Mix should be for each sales role. Pay mix is the ratio between base salary and incentive pay at target performance. 

Step 5 is choosing the amount of Upside of incentive pay for high performers.  

Step 6 is selecting Weights & Measures that are linked to incentives for the plan.  

Step 7 is determining whether the plan should be based on Commission or Bonus or both.  

Step 8 is defining the Structure Details of the plan including threshold and excellence levels and the payout curve.  

Step 9 is choosing the Frequency of Payouts for each measure.  

And finally, Step 10 is determining the Administrative Details included in the plan. 


There is still time to register for our monthly sales management webinar titled "Best Practices In Sales Compensation"  September 13 at 10 PST / 12 CST / 1 EST. Free to first time attendees!


Bob Malandruccolo is the founder and principal owner of Sales Force Effectiveness Consulting. With over twenty-five years of practical business, management and consulting experience in sales and marketing, Bob has worked with a broad range of clients from Fortune 100 corporations to small, closely-held firms with special emphasis on sales and marketing process implementation. He has worked closely with his clients through hundreds of successful engagements and implementations across multiple industries (manufacturing, engineering, distribution, software, healthcare insurance, medical products, healthcare, automotive, telecommunications, retail, information handling, media).

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Topics: compensation recognition rewards, Planning, sales rep peformance, Leadership & Management, 6 Pillars of Sales Productivity

3 Most Important Words for Sales Success

Posted by Jaime Davis-Thomas

August 24, 2010

3 Most Important Words for Sales Success

Guest Author, Paul McCord

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Topics: sales producer, sales planning, Planning, sales results, Sales Management, Wisdom, sales performance, time management

10 Golden Rules of Sales Force Productivity

Posted by Jaime Davis-Thomas

June 22, 2010

Ellen Bristol, Bristol Strategy GroupGuest Article by Ellen Bristol, Bristol Strategy Group

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Topics: EcSELL Institute Partner, Planning, Customer Service, sales analytics & performance tracking, sales rep peformance, Pillars, Sales Management, sales performance, 6 Pillars of Sales Productivity, time management, sales methodology & sales skills development

Strategic Sales Planning Retreats

Posted by Bill Eckstrom

May 13, 2010

   EcSELL's fiscal year begins July 1 and it is time for us to get out of the office and spend a day envisioning and mapping our future.  By the way--every team leader, Sales Manager, Sales Executive, etc., should sit down with their respective team a minimum of annually and plan the following year. 

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Topics: Best Practice, sales planning, Planning, goals, Teamwork, sales coaching, Leadership & Management, EcSELL Institute, Sales Management, sales management skills, collaboration, collaboration, coaching, Resources for sales managers, sales performance

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