Sales Coaching Blog

Management Activities ≠ Results

Posted by Phyllis Trower

July 26, 2016

A Gallup poll of more than 1 million employed U.S. workers concluded that the No. 1 reason people quit their jobs is a bad boss or immediate supervisor.

“The majority of today’s front-line managers were promoted as a result of high performance in pre-management roles, regardless of what those roles might have been. Thus, many promotions into front-line management positions result in ‘accidental’ managers who are ill- equipped to perform successfully in their new role.”  - BearingPoint Institute

“…nearly 60% of front-line managers underperform during their first two years in the seat, driving performance gaps and employee turnover across the entire frontline.” Given the importance of the front-line role, this shortfall matters. - BusinessWire

“Shifting an effective manager to an effective people manager can improve employee performance by 25%, employee engagement by 52%, and employee retention by 40%.” - Leadership Roundtable of the Conference Executive Board

The research points to one very clear and concise fact: Front-line managers are the single-most influential factor in driving employee motivation and performance.

In our world today, we are rewarded and reveled for doing a lot of activity. It is somewhat of a “badge of honor” to be the first in the office and the last to leave, to be so busy we can’t breathe, to be in & on every aspect of social media, to be available 24/7 and so on. You get the picture.

Here’s a different lens to that picture.  Definitions according to Miriam-Webster are:

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Topics: Management Activities, sales rep motivation, Sales Coaching Effectiveness

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

December 18, 2015

 

It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision making process that will enable your organization to be successful?

But, the question should be posed "who exactly are we measuring through data and why are we measuring them?" Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers although we rarely, if ever, measure what activities the manager is performing with their sales reps and at what frequency.

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Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

Sales Manager Check-Up

Posted by Anna Schott

June 15, 2015

Two years ago a Forbes magazine article stated that around 40% of Americans make a New Year’s resolution and only 8% achieve their New Year’s goal.

My colleague and president of the EcSell Institute, Bill Eckstrom, wrote an article this past New Year’s Eve focusing on 5 critical questions sales leaders should ask themselves reflecting on the previous year. So now is the time. It’s the mid-year, New Year’s Resolution check-up. It’s painless, I promise.

Just ask yourself these 5 critical questions:

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Topics: Sales Coaching Effectiveness, Sales Management Reflection, Sales Manager Questions, Sales Management Goals

Teambuilding Extends Beyond Your Direct Reports

Posted by Mike Hill

June 5, 2015

by Mike Hill, Vice President - Sales & Marketing, PRAB, Inc
Recent recipient of the EcSell Institute's 2015 Individual Member of the Year at the 2015 Sales Coaching Summit in Scottsdale, AZ.

What makes a winning team? I’m betting that literally thousands of articles have been written on this subject, but here is my take after 40 years of experience in many different arenas, all of which had one thing in common…there were people involved!

People, all kinds of people. Positive people, grumpy ones. Learners and apathetic R.O.A.D. warriors (Retired On Active Duty). Those new to the business world and those that have been involved and engaged for years. The one thing that is common with all these folks is that they all want to be a part of something.

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Topics: Sales Coaching Effectiveness, Teambuilding

Sales Coaching Summit: Professional development for the best

Posted by Will Kloefkorn

February 10, 2015

What do top performing athletes, CEO’s, and sales leaders all have in common? Actually, they share many desirable characteristics, but perhaps none more important than a deep thirst for improvement and personal development. Perhaps it is a bit counterintuitive, but the people who excel at the highest levels of their professions are generally the first people to raise their hands when it comes to the opportunity to get even better at what they do. Take this article on Tom Brady, who as you know is coming off winning his fourth Super Bowl. Or consider this article from Forbes on how CEO’s are leveraging coaching and professional development to increase their skill sets and in turn their bottom lines. The sales management world is no different and there is an opportunity for sales departments to focus on professional development for their sales leaders.

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Topics: Sales Coaching Summit, sales coaching, Sales Management, Sales Coaching Effectiveness

Sales Coaching: Do You Walk the Talk?

Posted by Sarah Wirth

January 15, 2015

EcSell Institute partners with a variety of organizations to help them improve their sales results. Although our members vary by industry, size and sales team structure, they have something important in common – they all believe more effective coaching of their sales reps can lead to better sales results. However, how much they believe in this idea and, most importantly, what actions they’re willing to take to support this believe can differ widely. This difference in belief and action makes a huge impact of how effective sales coaching becomes in their organization.

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Topics: sales coaching, Sales Coaching Effectiveness, sales coaching mindset

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

January 8, 2015

 

Data Visualization…a Trend You Can’t Ignore

It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision-making process that will enable your organization to be successful?

But, the question should be posed...who exactly are we measuring through data and why are we measuring them? Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches--is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers and yet, we rarely if ever measure what activities the manager is performing with their sales reps and at what frequency.

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Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

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

Sales Manager's: Coach to more performance

Posted by Will Kloefkorn

August 26, 2014

Contrary to mostly popular opinion, a Sales Manager’s job is not to hire great people and then get out of their way. If it were, and I was a CEO, I would simply hire a great talent and acquisition staff, train my sales people, and eliminate the sales management layer entirely because they would be rendered mostly useless. At best they would be sales compliance officers and at worst they would be an in-house ask.com for sales reps. This is a bold statement, however as a talented sales producer it pains me at my core to listen to executives in sales leadership undermine the importance of the greatest resource I have – my sales manager. My sales manager’s main responsibility is to coach me, and those on our sales team to higher levels of performance that we could not attain without him or her in that management role.

For some reason this responsibility gets lost, likely due to the long staring contests with P & L sheets and pipeline metrics that have little to do with motivating sales people to sell more, although important. Or perhaps they are busy answering sales reps repetitive questions or putting out fires that could have been extinguished had they spent more time coaching and teaching their reps on an on-going basis so that they are pro-active in providing recommendations and solutions rather than reactive. And don’t get me wrong, today’s sales managers are busy, but they are busy doing things that don’t have much impact on motivating sales reps to sell more. The number one item that motivates sales people to sell more is coaching – click here to read an intriguing white paper on rep motivation.

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Topics: Sales Manager Tips, sales coaching, sales management skills, Sales Coaching Effectiveness

Sales Coaching Effectiveness-An Art, Skill and Attitude

Posted by Kathy Collins

July 9, 2014

How many people wake up in the morning planning on being ineffective in their job? I haven’t yet heard of an executive or sales manager yet who doesn’t want to be seen as an effective leader. Yet, we all know there are some people who just seem to get more out of their team members than other people do. They know how to motivate people. But, how do they do it? Is it a talent that you are born with an acquired skills that you can learn? Sales coaching effectiveness is an art, skill and attitude that you can learn if you work at it. These 6 steps will help you accomplish sales coaching effectiveness and keep some balance in the process.

 

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Topics: Sales manager training, Sales Coaching Effectiveness

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