The Coaching Effect Blog

The ROI of Sales Coaching

Posted by Will Kloefkorn

November 12, 2018

Good news! According to this recent research article from ADT, more and more organizations are starting to realize that investing in their sales managers ability to coach, has a significant impact on sales results. Which begs the question, what type of ROI can we expect from sales coaching?

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Topics: sales coaching

6 Surprising 1-on-1 Questions Sales Managers Don't Think to Ask

Posted by Stacia Jorgensen

October 9, 2018

According to EcSell Institute research, one-on-one meetings with salespeople may be one of the most critical factors in helping them perform. In our Through the Eyes of the Rep survey, we see strong relationships between sales people that rate their one-to-one meetings with their managers as effective and sales people that rate their managers as excellent leaders, coaches and effective at motivating them to greater sales importance. 

These relationships indicate that one-to-one meetings are one of the most critical activities you can do with your sales people. (Tweet thisRead more about the effectiveness of these meetings in this best practice document

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Topics: one on one meetings, sales coaching, sales coaching activities

Sales COACH vs. Sales COACHing

Posted by Will Kloefkorn

October 2, 2018

Sales Coach: (n.) Someone who develops processes, relationships and growth experiences to maximize individual and team performance

Sales Coaching: (v.) The act of teaching and helping sales people improve or enhance their skillsets

How effective are your managers in their role as a sales coach? If you are not fully confident about your answer to the question above, it’s time to start putting less emphasis on the action of sales coaching, and more emphasis on the role itself of a sales coach. Shifting this mindset can sometimes be a challenge for sales organizations because for the last three decades all the attention and resources have gone directly to the salesperson in an effort to help them sell more.

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Topics: sales coaching

What is Sales Coaching?

Posted by Bill Eckstrom

September 21, 2018

And so the articles in HBR, Forbes, Inc., and Fast Company continue...

Blogs in which consultants pontificate on the benefits of coaching in sales seems to have grown exponentially. Everywhere I turn there is something to hear or read on why sales coaching is so important. 

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Topics: sales coaching, sales motivation

The Difference Between High and Low Performing Managers

Posted by Bill Eckstrom

September 13, 2018

EcSell Institute research shows that more than 50% of sales managers knowingly execute less than 48% of the high performance coaching activities that will drive the most sales. The result of this statistic is obvious; sales revenue is left on the table due to the sales manager’s lack of willingness to execute. 

For perspective, how would a President, CSO, EVP Sales, etc. respond to the above stats if they were applied to sales people?  What if they learned half of their sales people were doing only half of the activities that led to the best outcome? It would be unacceptable, heads would roll, yet in the sales leadership profession this double standard is unknowingly accepted because coaching performance is not measured. How much more would be sold if sales leaders fully committed and behaved like high performance coaches?

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Topics: sales coaching, sales performance, High performance coach, High performing coaches

The Checklist Every Sales Person Should Ace Before Being Promoted

Posted by Will Kloefkorn

May 14, 2018

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.

Personally, I believe this happens for 3 reasons. (1) It is how it has always been done. (2) It's easy and convenient. (3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

The Top 10 Behaviors of High Performing Managers According to Sales Reps

Posted by Stacia Jorgensen

April 23, 2018

One of the most valuable things about our work at EcSell is that we use data as the guiding force for our work. We don’t just guess, use our own personal experiences, or philosophize about the impact of sales coaching. Instead, who we are and what we do is based on empirical evidence.

One of our main sources of data is the EcSell Institute Through the Eyes of the Rep (TTEOTR) survey. Part of this survey asks reps to tell us what they believe their manager does best as a sales manager, or coach as we like to call this role. By analyzing what a rep perceives their manager does best, we have a window into understanding what manager behaviors reps feel benefit them the most. In other words, when we know what behaviors our reps value in their manager, we know which manager behaviors make the biggest impact. 

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Topics: sales coaching, sales rep motivation, sales manager performance

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

What Was Learned and Affirmed in 2016

Posted by Bill Eckstrom

December 19, 2016

Another year almost in the books and another review of the past 12 months. At my age (which I’ve alluded to in other blogs, articles, etc.) it’s amazing how much I continue to learn. Yes, I say this every year, but I’m hopeful the journey continues.

So without further ado, below is a sampling of my 2016 thoughts, affirmations and lessons. 

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Topics: sales coaching, sales motivation, Sales Manager Motivation

What Sales Managers Actually Want For Christmas

Posted by Anna Schott

December 13, 2016

This blog is a follow up to a blog I wrote last year at this time called “What Sales Reps Actually Want For Christmas” which was inspired by one of our newest findings from our research about the impact managers have when applying positive pressure. 

The blog essentially boils down to the one thing that sales reps want for Christmas: coaching. Sales reps want and crave coaching from their managers. It drives motivation and productivity and ultimately more sales.  

In that "spirit", I though I’d share some of the responses we received from our recent survey asking managers what their manager/leader could improve on regarding his or her sales coaching skills.

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Topics: sales manager coaching, sales coaching, sales rep motivation, Sales Manager Motivation

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