Sales Coaching Blog

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 “Sometimes You Win Sometimes You Learn” That Apply to Sales Coaching

Posted by Will Kloefkorn

January 24, 2018

Book Review #4/25 

Losing is hard, but it is especially hard when you unconsciously correlate your loss to your sense of self-worth. Admittedly, this is something I used to struggle with early and often in my business career. I wish that I had read Maxwell’s Sometimes You Win Sometimes You Learn earlier in my career, but as Maxwell’s mentor, the great John Wooden said “It’s what you learn after you know it all that counts”. I guess that is my silver lining, as well as everyone else’s.

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Topics: sales leadership, sales coaching mindset, Coaching Resources

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

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

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

Sales Management Resources: Begin with the right mindset

Posted by Will Kloefkorn

October 10, 2014

“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 be the envy of their competitors. However, it is not going to be easy and therein lies 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 or mentality I did understand it.

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

Coaching Conversations: Using Powerful Questions

Posted by Sarah Wirth

September 3, 2014

In today’s blog, we continue our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize potential. 

In today’s blog, we are going to further explore the second mental coaching principle of asking powerful questions to drive effective learning.

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Topics: coaching sales people, coaching sales reps, sales coaching mindset

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 Coaching: The Number 1 Mindset of Superstar Sales Coaches

Posted by Sherri Daubert

July 31, 2014

Mindset Number 2 two weeks ago showed us that Superstars define success differently than others do.  Many people view the others around them as obstacles or helpers but superstars look at those people differently.   Others aren't just a means to accomplish their goals: other people are their goal because they want to create success for everyone.   

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Topics: coaching sales people, sales coaching, coaching, sales coaching mindset

Sales Coaching: Mindset Number 2 of Superstar Coaches

Posted by Sherri Daubert

July 17, 2014

Mindset Number 3  last week showed us that Superstars can work backwards.   Many people approach life with the thought that others can help them solve their problems.  Superstars however reverse that thinking and instead wonder how they might be helpful in solving others.

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Topics: Sales Coaching Summit, coaching sales people, sales coaching, sales coaching mindset

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