The Coaching Effect Blog

The Checklist Every Sales Person Should Ace Before Being Promoted

Posted by Will Kloefkorn

May 14, 2018

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.

Personally, I believe this happens for 3 reasons. (1) It is how it has always been done. (2) It's easy and convenient. (3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

Sales Coaching: The Dirty Little Secret about Sales Coaching.

Posted by Sherri Daubert

November 21, 2014

120110_Daubert002bwRecently we introduced our sales coaching cloud technology known as ONE-UP. This technology was developed solely as a tool for our members when, as with so many solutions, there came a total moment of clarity created by need. While in conversation with a member who is an EVP, and asked what percent of time his managers spent in coaching, and focusing on high pay off activities, his response was “ I simply don’t know.” But he continued, “While I would like to think that my managers are spending the majority of their time doing the things that will make the difference and move the needle for their teams, literally I cannot tell you.” This was eye opening for us, because while we teach and train that nothing impacts performance more than coaching, and we know the activities and behaviors that need to happen to increase sales, we had not given them an easy way to measure that.

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Topics: Sales manager training, coaching effectively, executive sales management, Sales Manager Tips, Sales Coaching Model, sales manager, sales team coaching,

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

Sales Motivation: Most Impactful Sales Managers

Posted by Will Kloefkorn

June 3, 2014

I would like to ask you to participate in a quick exercise. First, think about all of the teachers, athletic coaches, business managers, etc. that you have had in your life. How many have you encountered along the way, 100? 200? Now, from that large pool of individuals who are responsible developing people, how many of them profoundly impacted your life that you can honestly say that you would not have achieved the success you have to date without them in your life?

If you are like the masses, you can likely count those critically impactful people you have had in your life on just one of your hands. It is unfortunate, and frankly a bit sad. Now I would like you to think about those amazing few who were able to truly engage you, teach you, and get you to a heightened level of sustained performance; what were they able to do that all of the others could not? Now write those characteristics down in big bold capital letters on a white piece of computer paper and ask yourself one more question. Am I living these words and allowing their impact to positively affect every sales rep on my team?

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Topics: Sales manager training, Sales Coaching Model, coaching sales people, sales management resources

Sales Coaching and the 4th

Posted by Will Kloefkorn

July 3, 2013

It’s my hope that if you are a sales leader reading this week’s blog post that you are doing so from a beautiful dock by a lake – you deserve it you know. As we head into the 4th of July I figure it is only appropriate to keep this post short, sweet, and very anecdotal. Mostly because I know many of you have already checked out for the weekend, but I too am heading out of the office to enjoy some relaxation having just closed the books on yet another successful year at the EcSell Institute.

A few days back I came across a quote from John Russell, Managing Director at Harley-Davidson that caught my eye. He said, “I never cease to be amazed at the power of the coaching process to draw out the skills or talent that was previously hidden within an individual, and which invariably finds a way to solve a problem previously thought unsolvable.” 

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Topics: Sales Coaching Summit, Sales Coaching Model, sales processes, sales coaching, coaching

Back to the Basics: The Importance of Coaching to the Sales Process

Posted by Sarah Wirth

March 14, 2013

My 8-year-old, Miles, is on a traveling baseball team and this Spring they are selling raffle tickets to raise money for their uniforms, tournament entry fees and other expenses.  My husband, always in his “Sales VP” mode, decided this was a great opportunity to develop what he is sure is our son’s budding potential as a future sales superstar.  Excited about his plan, I listened in as he coached Miles through each step in the sales process.

First, Miles had to identify his target market.  Like any astute kid, Miles knew right away who was likely to most easily part with their money for him – his big collection of grandparents!  After he had identified his prospects, Miles’ next step was to create his sales script.  My husband helped him think through what he wanted to say about his purpose and the benefits of what he was selling.  Next, Miles did a little role play with me and I had to laugh when he finished his pitch by saying “How many raffle tickets can I put you down for?”  Miles took my laughter as him doing something wrong, so I reassured him that I really liked how he assumed the sale, rather than asking for it.  Finally, Miles practiced his upsell by letting me know that I could increase my chances of willing by purchasing another ticket, which also drew a chuckle from me, but one which I quickly stifled so he wouldn’t think he was doing something wrong.

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Topics: sales training, collaborative leadership, Sales Coaching Model, sales processes, Leadership Development, sales coaching

It’s Your Time – It’s Your Choice

Posted by Kerstin Olson

September 13, 2012

We all have pet peeves - those little things that bug us that others may not even notice.  Maybe it’s people that don’t merge in traffic when they are supposed to.  Maybe it’s your kids leaving their shoes around the house.  For me, it’s a pretty simple one – it makes me crazy when somebody tells me they don’t have time to do something. 

Now, let me be clear.  I know many people in both my personal and professional life that have jam-packed calendars.  These folks are very, very busy, so I definitely understand why they sometimes say they don’t have time.  Heck, I know I’ve been guilty of saying the same thing before when my own calendar gets packed.  I definitely empathize with people who are busy.  But the reason the comment frustrates me when I make it or when others make it is because it takes away the person’s responsibility to make a choice in how they spend their time.  When I’ve told people “I’m sorry, I just can’t fit it in right now,” what I’m really saying is that I have other things that I think are more important to do.  And that’s a key distinction. 

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Topics: Accountability Coaching, Sales Coaching Model, EcSELL Institute, coaching, sales leadership best practices

The NEW Sales Performance Model for Sales Coaches

Posted by Kristi Shoemaker

May 16, 2011

Posted by Bill Eckstrom, President and Founder, EcSELL Institute

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Topics: Sales Performance Model, Sales Coaching Model, sales coaching, professional development for sales management

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