The Coaching Effect Blog

Sales Coaching: Intellectual Understanding vs Emotional Readiness

Posted by Will Kloefkorn

August 19, 2015

 “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson

Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and do something special. However, it is not going to be easy and that is the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How could you be against asking your sales managers to not be held to the same standard of accountability and expectations of their sales reps? I mean, that is leadership 101 – do not expect of others what you are not willing to expect of yourself. As we dialogued further however, I realized that while I absolutely did not agree with this EVP’s decision, mentality I did begin comprehend what he was saying, albeit still wrong.

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Topics: sales manager coaching, sales coaching, sales coaching mindset, Sales Coaching Metrics

Four Critical Sales Coaching Metrics Nobody Measures

Posted by Bill Eckstrom

October 29, 2014

It’s not that they are not tracked, they are not even thought of. Sales departments focus too much on what the sales people do or don’t do as opposed to focusing on those who coach them. Though I can write (and have many times) more about this issue, but If sales leaders believe the performance of a team is a reflection of how that team is coached, why don’t they measure if coaching is occurring and if it is being done well? Or more broadly, why don’t sales teams measure overall sales manager effectiveness?

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Topics: sales coaching, Sales Coaching Metrics

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