Sales Coaching Blog

4 Unique Findings of Top Performing Sales Managers

Posted by Stacia Jorgensen

October 16, 2018

Want to hear a joke? What do Nike and top performing sales managers have in common?

They just do it.

Okay, okay. That was a terrible joke, I admit. But at the same time, the thought behind this is actually sound. Recently, I wrote up the findings from some EcSell Institute research on the ways that top performing sales managers work and coach that make them successful.

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Topics: Sales Coaching Behaviors

5 Coaching Behaviors that Drive Sales Growth

Posted by Bill Eckstrom

June 16, 2018

Growing sales begins with the sales leadership team, not the sales producers.  So, if there is a desire to grow or continue growing, place more thought, programs and continuing education against the sales leadership team. 

So in that spirit, here are five coaching activities and behaviors our research supports that will help you consistently grow sales: 

1) Treat everyone uniquely:

There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation.  If you have eight people on your team you have eight unique individuals, at least eight different motivators, eight different goals, and as a result, eight different ways to coach.

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Topics: Sales Coaching Behaviors

Five Behaviors That Great Sales Coaches Possess

Posted by Roger Shepard

November 7, 2016

Think of the best sales coach you have ever worked for. Why did you select that individual? I would venture that this person possesses certain behaviors in a profound way. I would also surmise you were a highly engaged individual during your tenure and you outperformed.

I work with sales leaders for a living. I study the challenges of selling organizations daily and from my study of great sales coaches I have witnessed and highly believe that these five behaviors are what great coaches exhibit.

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Topics: Great Sales Coaches, Sales Coaching Behaviors

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