The Coaching Effect Blog

Your Sales Coaching Handicap

Posted by Will Kloefkorn

October 6, 2016

I really enjoy playing golf, but with two kids under the age of five my ability to get in 18 holes has been severely impacted. There is no more golf league in my life and it is rare for me to play a round unless it is part of some type of charity or philanthropic event. Fortunately, for me, when I play in these events I am still able to compete because at the amateur level, the game of golf offers a handicap score which is a numerical measure of a golfer’s potential ability. In its most simplistic form, what the handicap system does is it allows very average golfers (like me) to compete on a level playing field with much better golfers to make the game more competitive. As an under performing golfer, I am thankful for the handicap system because it gives me a chance to be relevant in a game where I am competing with much better players.

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Topics: sales coaching, sales management training, sales coaching training, Coaching measured

Sales Coaching: Stop Guessing

Posted by Will Kloefkorn

January 22, 2016

I think therefore I am … not certain.

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Topics: sales analytics & performance tracking, sales coaching, Sales Management, sales coaching training

Sales Coaching: Learning from the best

Posted by Will Kloefkorn

April 14, 2015

I'm thankful for all of the average teachers and coaches I've had in my life, for without them I would not know what it felt like to have a truly great coach. Also, I would include all of the crappy teachers and coaches in this mix as well because learning from the worst has its merits too. However, for the sake of this brief flow of consciousness I am only going to focus on the elite.

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Topics: sales leadership, sales coaching, Sales Management, sales coaching training

Sales Coaching: Quality and Consistency

Posted by Will Kloefkorn

March 20, 2015

Perhaps it’s so easy it’s hard. That is the only reason I can think of when considering why sales departments do almost nothing to measure and analyze the consistency and quality of coaching that is occurring in their organizations. Or perhaps I’m not giving the EcSell Institute enough credit, but that is not the point of this post. The point of this message is to focus on looking at sales performance through a different lens to challenge the status quo.

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Topics: sales training, sales coaching, sales management training, sales coaching training

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