The Coaching Effect Blog

5 Ways to Apply Positive Pressure

Posted by Stacia Jorgensen

December 28, 2016

Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth.

First, let’s make sure we’re on the same page when we talk about this pressure or pushing. At EcSell, this is a part of a concept we call the Catalytic Factor, or the C-Factor. Sales managers who have the C-Factor create an environment on their team that propels people into higher performing zones and zones of growth through the introduction of challenges, new experiences, or strain. Here, we focus on two behaviors in this concept: encouraging reps to move outside their comfort zone and stretching a rep’s selling skills and abilities.

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Topics: growing sales, sales leadership, Research, sales coaching

Sales Coaching Research:  How to Motivate Sales Reps

Posted by Stacia Jorgensen

January 18, 2016

One of the patterns I see over and over again in our qualitative data from sales reps is that great sales managers are leaders who are able to motivate them. When we straight-out ask people what their sales leader does best they often say things like these real-life responses:

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Topics: Research, sales coaching, sales rep motivation

The Most Simple Way To Be A Better Sales Manager

Posted by Stacia Jorgensen

January 1, 2016

Top performing sales managers have top performing sales teams for a reason. It’s not chance. It’s not luck. It’s not being in the right place at the right time or just randomly gathering the most awesome sales reps for a team and then sitting back to watch the magic happen. Instead, these successful sales managers behave differently. There are certain practices and characteristics of these individuals that make their teams perform at higher levels.

We have uncovered some of these behaviors in our recent work using empirical data we have collected from both sales reps and sales managers. What our data tells us is that sales managers who perform at higher levels do indeed behave in different ways. This isn’t just what we think. Instead, scientific evidence shows us the path to higher performance.

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Topics: Research, sales team, coaching sales reps, sales coaching

Research: You’ll Want To Grab A Pen For This One

Posted by Stacia Jorgensen

June 9, 2015

I have been vindicated.

I remember a conversation that took place over a year ago during an EcSell Institute weekly meeting. In a nutshell, a fellow EcSell staff member (who shall remain nameless) made a comment about how hand-written notes were a thing of the past – an antiquated and overly time-consuming waste of time in our digital world if you will. As I live remotely from EcSell HQ and call into the meetings, little did anyone know that I keep hand written notes in a composition book during every meeting. I was slightly embarrassed. Does my preferred mode for keeping track of information, thoughts, and needs make me an old fuddy-duddy? Is my information collection method the equivalent of an 8-track tape (outdated and inferior to newer methods)?

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Topics: sales management research, sales leadership, Research

Sales Coaching Research: Start Backwards

Posted by Stacia Jorgensen

February 17, 2015

Start backwards. This is probably the most crucial piece of advice I can give to someone working with and needing to report back information. Begin from the end – sounds a little funny, I know.

Here's what I mean by start backwards.  Before you jump into either analyzing or (especially) collecting your own data, take a few minutes to map out your data goals. When all is said and done, what do you want to be able to say, answer, or display? This is such a simple exercise that it often is overlooked and rarely explicitly carried out.

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Topics: Research, sales coaching

Sales Coaching Research: 'Tis the Season for Evolution

Posted by Stacia Jorgensen

December 9, 2014

This season is often used to reflect on the past months and plan for the coming year. At EcSell Institute, we also see this as a time to organizationally reflect and plan. Our News Year’s resolution is to further our efforts to collect data that is meaningful and helpful to our sales professional colleagues. We plan to do this by making a few modifications to our Through the Eyes of the Rep Survey. This survey offers our clients the ability to collect insightful data about their sales managers directly from their organization’s sales reps. The modifications we plan to make to this survey include the removal of several items where we feel we have culled as much insight as possible. These items have served us well but cover topics where the potential for adding to the literature is limited.

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Topics: Research

Sales Coaching Research: Accelerate Experience

Posted by Stacia Jorgensen

September 16, 2014

“I am not what happened to me, I am what I choose to become. 
-       Carl Gustav Jung 
 
Part of a researcher’s job is to sort through tables and numbers and pull out patterns and relationships.   As I’ve been slicing and dicing and analyzing data recently, I have found that a pattern has occurred but not exactly how I expected.   The pattern, as I have been pondering these numbers, is that the above quotation has continued to come to mind.  
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Topics: Research, sales coaching, Sales Coaching Effectiveness

Research: How to Define Sales Coaching

Posted by Stacia Jorgensen

August 19, 2014

What is sales coaching?  At first glance, this should be an easy question to answer. There are certain behaviors that we already know successful sales managers exhibit.  Just scrolling through recent blog posts on our EcSell Institute website can give you a good idea of what these best practices might include. Motivating reps, having effective sales team meetings, building personal relationships, and debriefing are a few examples of behaviors that we know impact sales. Sales coaches, even sales coaches who are already top-notch, need to keep these example behaviors in mind and work to implement them and improve upon them each day. 

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Topics: Research, sales coaching

A preliminary glimpse at the Sales Manager Activity Survey results

Posted by Stacia Jorgensen

July 22, 2014

My blog today ushers in what I believe will be one of the most unique and valuable research ventures we conduct here at the EcSell Institute.  Over the past few months, many of our team discussions have seemed to meander to a point were we ask ourselves questions about the sales coaching world where having empirical data would be quite useful. To help us expand, explore, and improve, we have created a plan for periodically releasing web-based surveys designed specifically for sales managers.  These surveys will be extremely precise containing only a handful of questions on very direct and sales-relevant topics.  You can get in and out of the survey in a matter of minutes. I’ll even go as far as to say these surveys will be a thought-provoking and enjoyable opportunity for participants.   I’m a bit giddy about the potential for this effort to collect sales management research.  Today is the first glance at the findings from this new project, so let’s jump into a peek at the good stuff. 

Recently, we made our Sales Manager Activity Survey available to sales managers across the globe.  The goal for this first survey is to gain a better understanding of the time demands of sales managers.  Each participant was asked to estimate the percentage of time they spend on a list of common activities during an average month.  Our results, currently, break out like this:

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Topics: sales management research, Research, sales coaching

Research: Exploring Sales Leadership Through Research

Posted by Stacia Jorgensen

June 10, 2014

One of my favorite classes to teach at the college level is Research Methods.  This course is typically a precursor to the oft-dreaded Statistics class. The two go hand-in-hand. A Stats course teaches you how to analyze data.  Research Methods teaches you how to gather this data.   If you want to have great numbers to crunch, you need to know what to do in order to make sure you are collecting the highest-quality data possible.

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Topics: Research

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