The Coaching Effect Blog

Sales Team Development Meetings

Posted by Sarah Wirth

February 19, 2014

Like many of you, the EcSELL Institute leadership team has a weekly meeting where we discuss strategies, goals and progress. These team meetings help keep us on the same page, drive collaboration among different departments and ensure that we are focused on our shared priorities. Once a month, however, we dedicate our weekly meeting to a different purpose – our development as individuals and professionals. I have to confess this is the weekly meeting that I look forward to the most because it’s a chance to step away from the day-to-day work and invest in ourselves and each other.

EcSELL Institute research shows two of the most important things sales managers can do to motivate their reps is help them improve their selling skills and develop their careers. The reason these activities increase rep motivation is because people tend to be more engaged in their work when they are improving, learning and developing. And this is precisely why we as a leadership team dedicate two hours each month to our own learning and growth. That is, we all feel more energized when we’ve taken the time to consider a new idea or explore a different concept, so the investment of time yields a great return by amping up our engagement and motivation.

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Topics: sales leadership, Employee engagement, Motivating Sales Team, company culture, Adaptive Leadership, coaching sales people, coaching sales reps, professional development

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

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

Connecting is the First Step to Coaching: Why Personal Relationships are Essential to Professional Success

Posted by Sarah Wirth

April 17, 2013

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Topics: Sales Coaching Summit, executive sales management, sales coaching, Leadership & Management, EcSELL Institute, sales leadership conference, professional development

Identify An Opportunity

Posted by Kerstin Olson

January 9, 2013

This week we have talked with a number of sales leaders who seem to have an extra pep in their step. And why not – they have closed the books on their 4th quarter, spent some well-deserved time relaxing with their families during the holidays, and now, like countless others, they are looking for “resolutions” to become better people and professionals in 2013.  Will they? Possibly, but the cards are stacked against them. A study conducted by Richard Wiseman a few years back showed that New Year’s resolutions were destined to fail at a rate of 88%. Some of the reasons for this absurdly high failure rate according to Wiseman consisted of people making too many resolutions, not telling others their goals, and not putting enough thought into the change they truly wanted to commit to, amongst a few others.

 

Let’s focus on the first reason that Wiseman gives; making too many resolutions. To me, this makes perfect sense. If you are an executive sales leader this week, coming off of an extended vacation, you likely could sit down and identify a multitude of areas you would like yourself and your management team to improve this next year, but the problem is you are busy due to that same extended vacation and thinking about those opportunities for improvement can become overwhelming, especially given the hectic nature of you and your teams day to day responsibilities on the horizon. However, do  not let this overwhelming feeling stop you from taking the time to set at least one very important opportunity for development this next year. We see this best practice be very effective at the EcSELL Institute with our new members and it most always leads to more sales team performance. Below is a list of 5 proven methods our members have used to ensure personal development will take place this year.

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Topics: sales planning, sales leadership, professional development for sales management, Sales Management, professional development

Sales Coaching and Parenting: Dont Miss the Gold With Either

Posted by Bill Eckstrom

September 16, 2012

I naively figured they would have the same interests as me.  My children would want to stay active with athletic activities year around.  Football, basketball, baseball during the appropriate seasons for my son; if I had a girl (I ended up with two) she would want to dance and if sports minded, basketball, softball and volleyball would get the call. 

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Topics: sales management research, sales leadership, goals, mentoring, Motivation, Accountability Coaching, Sales Manager Tips, Leadership Development, sales tools, poor performing sales reps, sales rep peformance, professional development for sales management, Sales Management, coaching, professional development, sales performance, top performing sales organizations, Strengths

Sales Managers: Are you tracking your activity?

Posted by Bill Eckstrom

August 27, 2012

Sales analytics—I get a charge out of studying them.  If you allow them, they will paint you a picture, provide guidance and strategic direction, they will provide you the opportunity to be a more effective sales leader. 

Thinking about the above reminds me of a quote from Mark Twain “the man who does not read books has no advantage over the man who cannot read them”.  Just because you track analytics doesn’t make you better.  Just because you have the latest CRM or analytics software package doesn’t make your organization more productive.  It is the actions you take as a result of interpreting the data that will ultimately affect performance.

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Topics: sales leadership, goals, Sales Plans, sales coaching, professional development for sales management, Leadership & Management, EcSELL Institute, professional development, 6 Pillars of Sales Productivity

Sales Leadership: Don’t Confuse Busy with Productive

Posted by Sarah Wirth

June 28, 2012

   Sarah Wirth, VP Member Service, EcSELL Institute

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Topics: sales leadership, Leadership & Management, coaching, professional development, time management

8 Steps To Sales Training That Sticks

Posted by Sarah Wirth

June 20, 2012

How many times have you thought you had taught someone to do something correctly only to get different results than you expected?  Many inexperienced sales managers make the mistake during a sales training session of just telling someone what needs to be done or even explaining how to do it but they leave out a very important step. Demonstration. Glenn Pasch, COO and Partner of PCG Digital Marketing and PCG Consulting, outlines the eight steps of sales training.

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Topics: front line sales managers, sales coaching, professional development

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: Sales Performance Equation, professional development, sales leadership best practices

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