Sales Coaching Blog

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

3 Key Takeaways From “Start With Why” That Apply to Sales Coaching

Posted by Will Kloefkorn

February 6, 2018

 
Book Review #5/25

I am a sucker for good openings. As a result, Simon Sinek had my full attention from the beginning of Start With Why. He punches the reader in the mouth on the first page by setting them up to make a false assumption.

He does this by giving the reader detailed information about an event, and sets the reader up to be confident he is describing John F. Kennedy, but in reality, was describing Adolph Hitler.

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Topics: sales coaching, sales coaching mindset, Coaching Resources

3 Key Takeaways From “A Man's Search For Meaning” That Apply to Sales Coaching

Posted by Will Kloefkorn

December 28, 2017

Book Review 3/25:

The great poet Maya Angelou famously said: “If you don’t like something, change it. If you can’t change it, change your attitude”. This phrase is so easy to intellectually understand but can be so darn tough to live by everyday life.

In his book A Man’s Search For Meaning, Viktor Frankl articulates that the greatest power we have as human beings is our power to choose. Regardless of the environment we are living in, or the conditions we are facing, every human being has the conscious ability to choose: hope or despair, happiness or sorrow, empowerment or victim-hood. There are no legitimate reasons to complain. Frankl has earned the right to take this stance for two reasons:

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Topics: sales coaching, growth mindset, Book Reviews

3 Key Takeaways From “Extreme Ownership” That Apply to Sales Coaching

Posted by Will Kloefkorn

December 6, 2017

Book 2/25: Extreme Ownership

For years at the   EcSell Institute   we have relentlessly pushed a message that everything in sales is a management issue. Sales success, or lack thereof, is always a result of how well sales teams are coached by their front-line and senior-line managers. Team performance always starts and stops with the leader in charge.

The most successful leaders look themselves in the mirror and accept ultimate responsibility for success AND failure. To date, every bit of research has proved this powerful position to be right over time, especially for our clients. However, when Navy Seals Jacko Willink and Leif Babin push this message through their own words in their book Extreme Ownership, it takes on an even more powerful meaning.

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Topics: sales coaching, sales coaching mindset, Book Reviews

3 Key Takeaways From "Mindset" That Apply to Sales Coaching

Posted by Will Kloefkorn

August 17, 2017

For reasons I can’t fully articulate, sometimes inspiration strikes and propels me to take on a challenge that I once would not have considered possible. Currently, a gentleman by the name Tom Bilyeu, and the work he and his team are conducting at Impact Theory, has become one of my catalysts for personal and professional growth.

Impact Theory’s stated mission is to free people from The Matrix. Said another way, they want to end the poverty of poor mindset. If you spend some time on their site, listen to Tom’s podcasts, entertain the life lessons shared by their guests and open your mind up to growth and learning, you will quickly become inspired and realize that our potential as human beings is merely scratching the surface. 

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Topics: sales leadership, sales coaching, professional development, leadership coaching, growth mindset, growth coaching, executive coaching

High Performance Coaching is Hard

Posted by Bill Eckstrom

March 7, 2017

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 reps 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? An additional $4.1 million per manager (read this whitepaper).

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

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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