The Coaching Effect Blog

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 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

Sales Reps Do What They Are Coached To Do (not what they are trained to do)

Posted by Bill Eckstrom

March 9, 2016

Depending on what one reads, after 30 days people generally retain and apply somewhere between 6%-16% of what they learn in training sessions if what they learned is not continually  and consistently reinforced in some manner.  Said another way, approx. 80%-94% of most training dollars are flushed down the toilet by most every company if managers or other trusted advisors are not reinforcing what was trained.
Sales people do what they are coached to do, not what they are trained to do.

In 2001 my oft written about boss, Bill Schoenberger, made the statement “we don’t have any sales rep issues in our company, we only have sales management issues” (in EcSell terms, “sales coaching” issues).

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Topics: sales leadership, sales coaching

Can Newton vs. Can’t Newton: A Lesson in Leadership

Posted by Paul Bilodeau

March 2, 2016

Guest Blogger: Paul Bilodeau - presenter at the 2016 Sales Coaching Summit

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Topics: sales leadership, Great sales leaders

How Often You Should Meet With Your Sales Reps: The “Just Right” Approach

Posted by Stacia Jorgensen

February 26, 2016

Remember that oldie-but-goodie of Goldilocks and the Three Bears? You know, the one where Little Red Riding Hood goes through a series of items where each is too much of one thing but not enough of another only to find that there is a “just right” to each? As part of our continued research into what makes top performing sales manager effective, we have found that there is also a “just right” amount when it comes to meeting with your sales reps.

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Topics: sales leadership, one on one meetings, sales manager, sales leader, team meetings, meetings, Sales Managers, Sales Research

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