Sales Coaching Blog

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 "Mindset" That Apply to Sales Coaching

Posted by Will Kloefkorn

August 17, 2017

For reasons I can’t fully articulate, sometimes inspiration strikes and propels me to take on a challenge that I once would not have considered possible. Currently, a gentleman by the name Tom Bilyeu, and the work he and his team are conducting at Impact Theory, has become one of my catalysts for personal and professional growth.

Impact Theory’s stated mission is to free people from The Matrix. Said another way, they want to end the poverty of poor mindset. If you spend some time on their site, listen to Tom’s podcasts, entertain the life lessons shared by their guests and open your mind up to growth and learning, you will quickly become inspired and realize that our potential as human beings is merely scratching the surface. 

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Topics: sales leadership, sales coaching, professional development, leadership coaching, growth mindset, growth coaching, executive coaching

5 Ways to Apply Positive Pressure

Posted by Stacia Jorgensen

December 28, 2016

Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth.

First, let’s make sure we’re on the same page when we talk about this pressure or pushing. At EcSell, this is a part of a concept we call the Catalytic Factor, or the C-Factor. Sales managers who have the C-Factor create an environment on their team that propels people into higher performing zones and zones of growth through the introduction of challenges, new experiences, or strain. Here, we focus on two behaviors in this concept: encouraging reps to move outside their comfort zone and stretching a rep’s selling skills and abilities.

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Topics: growing sales, sales leadership, Research, sales coaching

What Sales Leaders Can Learn from Football

Posted by Bill Eckstrom

October 10, 2016

In the spirit of fall and the football season, I would like to share a few common sense observations for everyone in a sales leadership (coaching) role. Side note: I am not a huge fan of the NFL or any professional franchised sport, but I adore college football. Having stated that, I am still enamored with coaching at all levels.

Let’s begin with the obvious question: How can there be such significant gaps in performance when so many programs have similar resources? They all have access to the same talent, the same technology, the same equipment, and while some may claim facilities as the differentiator I say “bunk”! If that was the case then Nebraska would have won more national titles since 1997 and Green Bay would not have claimed any Super Bowls. A while back I visited with a recently retired NFL player who shared a few things with me:

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Topics: sales leadership, sales coaching

Sales Coaching: What's the ROI?

Posted by Will Kloefkorn

July 12, 2016

What type of ROI can we expect from sales coaching? It is a fair question, but the answer is complicated and simple at the same time. My visceral reaction to this question is to always qualify the conviction of the person asking the question via analogy: 

"If you worked with a well-qualified personal trainer and you ate well, worked out diligently, and followed their month by month wellness plan that was proven to provide amazing progress and improvements, how would this impact your well-being? Would you look better, would you have more energy, would you lose weight, would you be more fit, would your cholesterol levels improve, would your blood pressure decrease, etc.? Would all of these new found benefits spill over into your success and effort at work, your parenting, your philanthropic efforts?" 

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Topics: sales leadership, sales coaching, sales coaching roi, Roi of sales coaching

Sales Coaching Research: Why You Want Stress as a Sales Manager

Posted by Stacia Jorgensen

May 17, 2016

Over and over we find in our data that top performing sales managers are viewed by their sales reps as leaders who are at their best when things get stressful. In other words, top sales managers are good at stress. But wait…stress is bad, right? In a recent whitepaper, we dove into the topic of stress and the impact it has on the sales leader role. [You can read the whole paper here] When we combine our research findings with guidance from experts on stress and performance, we start to see stress in a new way. In fact, stress takes on a role where it can have a positive role and be used to your advantage as a sales manager.

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Topics: sales leadership, sales manager, sales coaching, Sales Research, managing stress

How Sales Leaders Can "Shift Their Brilliance"

Posted by Will Kloefkorn

April 29, 2016

Earlier this month Simon T. Bailey, the former sales director for the Disney Institute and founder of Brilliance Institute, captivated the EcSell Institute summit attendees with an inspiring message; every one of us is Brilliant! Simon spoke with an authenticity that cannot be mimicked and he also showed a healthy amount of humility about his career path, personal evolution as well as business successes and failures.

An epiphany that Simon had along his path, one that I assume can resonate with most everyone reading this blog, is that a job is what you are paid to do, but releasing your brilliance is what you are made to do. When you can align your passion and talent with what you get paid to do, that is when you have the opportunity to change the world. In today’s sales climate, more than ever before, it is incumbent on the sales leader and the sales producer to work together to find where the sales reps' brilliance can be found.

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Topics: Sales Coaching Summit, sales leadership, sales leadership best practices

EcSell's 2016 New Client of the Year Winner Announced

Posted by Stacia Jorgensen

April 26, 2016

Dun & Bradstreet received the New Client of the Year award at this year’s EcSell Institute Sales Coaching Summit. This award goes to the client that has started working with EcSell in the past year that has demonstrated the greatest collective engagement with the attitudes and behaviors that advance sales coaching.

What Dun & Bradstreet has accomplished in the way of coaching activities since their partnership with EcSell is quite impressive.

A glimpse of the coaching work they have achieved in their first year of engagement includes:

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Topics: Sales Coaching Summit, sales leadership, sales coaching, Sales Coaching Cloud

The Uniqueness of Coaching

Posted by Bill Eckstrom

April 14, 2016

Arguably, the greatest coach of all time, in anything, was a gentleman by the name of John Wooden.  Mr. Wooden coached basketball at UCLA and won more games and national titles during his tenure, to the point where it almost seems surreal.  He was so successful, many people in coaching roles believe him unrealistic to even emulate.

“It is amazing how much can be accomplished if nobody cares who gets the credit”

Because coaching performance fascinates me (and all of us at EcSell), I have read a couple of Wooden’s books in order to understand more about his success. What I discovered is that while many things made him powerful, it was his “why” that allowed him and his teams to achieve the unattainable. Too often people will read his books looking for the “how” and in doing so will completely miss the most critical messages. What I learned from reading about him not only made sense, it also validated our research at EcSell. And, the good news is that his coaching principles have almost complete cross-over to sales leadership (an exception being--teaching those on your team how to properly tie their shoes).

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

Mindfulness: The ABCs of Performance Improvement

Posted by Peter Jensen PhD

March 11, 2016

By 2016 Sales Coaching Summit presenter Peter Jensen PhD I Performance Coaching Inc. I peterjensen.ca

Astute sales leaders are well aware of the fact that their charges cannot perform at the highest level when they have to spend time, effort, and energy adjusting to the person they report to. Great leaders in any domain need to be incredibly self-aware and have the ability to manage themselves. It was coach John Wooden who suggested we manage ourselves so others do not have to. Learning to manage our energy is particularly important for sales leaders. What follows is a brief article on mindfulness and how it might help us in our endeavors to be more resilient aware leaders.

Mindfulness can be a hugely impactful performance and health enhancing skill. The challenge is how to apply it when typically the situations in which it would prove most useful are fast-moving, complex, pressure-filled events where the stakes are high and the outcome critical.

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Topics: sales leadership, Mindful coaching, Performance Improvement

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