Sales Coaching Blog

Sales Management Training: Is it failing you?

Posted by Sherri Daubert

December 18, 2014

Between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why?

Training can be disappointing when months down the road, results return to the same place they have always been.  Sales people are blamed for being highly motivated and energized in the beginning but not being able to sustain that level of momentum.    However, maybe it isn’t about salespeople at all.    Maybe ( gulp) it really is about you, the manager, coach and leader.  

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Topics: Sales manager training, sales training, ROI, coaching sales reps, sales coaching, coaching, sales management training, five high pay activities

Sales Managers - the "soft" stuff is the hard stuff

Posted by Will Kloefkorn

May 15, 2013

If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need?

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Topics: Leadership & Management, coaching, ROI, front line sales managers, sales coaching, Discretionary Effort, Sales Management, sales team performance

Research Proves Professional Development Creates Financial Gain

Posted by Kristi Shoemaker

January 9, 2012

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Topics: professional development, ROI

Only 15% of Sales Managers spend 25% of time on coaching. See the impact!

Posted by Kristi Shoemaker

November 15, 2010

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: sales coaching, ROI

5 Fundamental Attributes of Effective, Happy Sales Leaders

Posted by Jaime Davis-Thomas

October 6, 2010

5 Fundamental Attributes of Effective, Happy Sales Leaders

By Jaime Davis-Thomas, Director of Research & Publications, EcSELL Institute

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Topics: sales management webinar, Research, Leadership & Management, collaboration, Engagement, Strengths, Wisdom, EcSELL Institute Partner, ROI, sales results, Accountability Coaching, Emotional Intelligence

ROI of Sales Manager Education

Posted by Kristi Shoemaker

April 21, 2010

Ever wonder what the ROI is on investing education and professional development resources to the management level of sales versus the sales producer level? Watch this powerful 3 minute video to get the answer!

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Topics: professional development for sales management, sales management resources, Value Proposition, ROI, 6 Pillars of Sales Productivity

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