The Coaching Effect Blog

Creating a Culture of Engagement

Posted by Kathy Collins

April 30, 2015

What creates a culture of engagement? What drives organizational loyalty? How do you foster an environment or culture within your organization that not only makes people happy in their jobs, but drives performance?

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Topics: Sales manager training, Engagement, coaching effectively, Leadership Culture, company culture, sales coaching methodology, corporate culture, Sales Culture

It's What You Do When You Fail that Counts

Posted by Kathy Collins

January 21, 2015



It was a rough day by all accounts for Green Bay Packer, #86 Brian Bostick. During Sunday’s NFC championship, Brian now famously missed an onside kick that bounced right off the top of his head. This then locked down a drive by the Seahawks in which the scored the touchdown that allowed the championship game to go into overtime. This is singularly considered one of the biggest mistakes in an NFL game since Ray Finkle of the Miami Dolphins where they missed a field goal in the 1984 Superbowl.  Seattle recovered and proceeded to complete one of the greatest comebacks in NFL history for the 28-22 win in overtime. End. Of. Story. Or is it?

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Topics: sales leadership, sales coaching methodology

Sales Management: Oversight #2

Posted by Will Kloefkorn

January 9, 2015

When you accept a role in sales management, your most important clients are no longer your clients – they are the individuals on your team. Read that previous sentence one more time and let it sink in. Somehow this simple fact has been overlooked, if not completely neglected by so many sales departments. The sales world has done a pretty tremendous job of providing the proper resources, methodologies, metrics, and support for sales producers in order to help them understand how to most effectively hit their sales number. However, when you go up one layer to the sales management level, the sales world has done a pretty awful job of providing sales leaders with the same clarity, discipline, and structure that will help them understand how to effectively coach their teams so that they can hit their number on a consistent basis. There is very little attention paid to the behaviors and activities that need to consistently occur between manager and rep the way there is between rep and customer.

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Topics: sales coaching, Sales Management, sales management resources, sales coaching methodology

Sales Coaching: Focusing on Sales Management

Posted by Will Kloefkorn

November 14, 2014

Throughout the years the sales the sales industry has done a pretty darn good job of determining the tools, resources, training, metrics, and methodologies that sales people need to execute against in order to hit their sales objectives. As a producer myself I appreciate this fact, but it is not enough!

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Topics: Sales manager training, sales coaching methodology

Sales motivation: relationship with your reps

Posted by Will Kloefkorn

September 9, 2014

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? When it comes to sales rep motivation and engagement do those on your team view you as an acquaintance or a good friend?

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Topics: sales management skills, sales management resources, sales motivation, sales coaching methodology

Sales Coaching: 8 Qualities of a Great Sales Manager and Coach

Posted by Sherri Daubert

August 28, 2014

We all remember sales managers along our career path.     Some were good, some bad and even a few were memorable.    But how many over your lifetime actually fell in the category of being a mentor coach?    The one or ones that actually made a difference in where you are today.  

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Topics: coaching effectively, coaching sales people, coaching, sales team coaching,, sales coaching methodology, sales coaching mindset

Sales team motivation: sales people can be like children!

Posted by Will Kloefkorn

July 18, 2014

Often times at EcSell Institute coaching summits and on sales calls I will hear senior sales leaders speak to the similarities between parenting and coaching sales people. Sometimes jokes are made at the sales reps expense, but it is light hearted and much to my chagrin generally these leaders are fair with their assessments. At times, sales people can be like children, and this includes me as well. I was reminded of this point recently when I was doing some reading from my late grandfather, who was quite literally, the smartest and most profound person I have ever spent time with; he was also a college professor, the Nebraska State Poet, teacher of thousands of elementary schools students, and father of four children. During one of his interviews right before he passed, he was asked a question that very much applies to sales team motivation and how sales managers can motivate their sales people.

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Topics: Motivating Sales Team, sales team motivation, sales coaching methodology

Sales Manager Training

Posted by Bill Eckstrom

July 16, 2014

Think for a minute, not about training sales people, but about sales manager training.

The average sales rep is accountable for approx. $2M in revenue…

  • We know where they’ve been
  • We know how many customers & prospects with whom they’ve visited
  • We can measure their effectiveness and performance
  • We know what talents and skills lead to sales success
  • We can accurately screen for those talents and skills
  • We continually provide them skills development
  • We provide and ask them to follow a process/method that leads to more predictable sales outcomes
  • We train them to the process/method
  • We track their compliance to the process/method
  • They receive all sorts or recognition for attaining and exceeding their quota

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Topics: Sales manager training, Sales Coaching Model, sales coaching, sales coaching methodology

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