The Coaching Effect Blog

How to Get a Sales Team to Sell More

Posted by Bill Eckstrom

May 24, 2016

Performance is a fascinating topic. Not because this is coming from our blog, but how to improve performance is a query everyone in a leadership role should continually ponder. After watching numerous sports teams under-achieve on the field or court I am reminded of how this transcends into sales and weaves its way into any team environment. Today I’m not in a capacity to fix my favorite sports teams, but am hopeful this post will help anyone in a sales leadership role begin to drive more sales.

Before I get to the strategy, know that the level of sales success you are achieving today is directly correlated to the performance culture you have created on your team. Most sales leaders are very willing to discuss why or why not their team is selling, but few focus on their culture as the cause. And, though culture is created and perpetuated by your entire team, it begins with the leader—you have no wiggle room, no blaming others. If you want your team to sell more, evolve the culture to one that is more high-performing.

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Topics: sales manager coaching, sales rep peformance, sales leadership best practices, sales rep motivation, Sales coaching resources

Sales Leaders: Stop Using Dirty Words

Posted by Will Kloefkorn

May 19, 2016

Regardless of the subject or topic, I am the type of person who is almost impossible to offend. Insult my family, doesn’t bother me because that is a reflection of you more than them. Make fun of the Nebraska football team, it stings, but we deserve it. Disagree with my opinions or beliefs, good that makes for a more interesting conversation.

I don’t get offended and this is a good thing because not a day goes by where I don’t get on the phone with multiple senior sales leaders only to hear them repeatedly utter some dirty, dirty, dirty words. To be clear, they are not spouting off your traditional four-letter obscenities, which is too bad because those words would be a lot more entertaining, and a lot less damaging to their sales department’s on-going growth. So what are they saying? See if you can identify with any of the following when talking about your front-line sales leader’s effectiveness:

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Topics: sales coaching, sales leadership best practices, Frontline sales leaders

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

Three Reasons NOT to do 360 Reviews

Posted by Bill Eckstrom

April 25, 2016

I despise 360 reviews. Didn’t like them when they were done on me, didn’t like to do them on others, don’t like them when our members do them, and refuse to do them at the EcSell Institute. I’ve never visited with anyone following a 360 that was pleased with their end result, and for a tool that is supposed to be a "growth instrument" I’ve had to council too many execs off the ledge. Only recently have I been able to articulate my thoughts in a logical fashion. Below are my three reasons why 360 Reviews stink.

Reason #1 - Most 360’s aren’t reviewing what is proven to drive performance

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Topics: executive sales management, front line sales managers, Leadership Development, sales manager development, sales coaching, sales leadership best practices

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

Nourish Your Professional Lifespan

Posted by Kristi Shoemaker

June 4, 2012

 “…an individual’s current skill-set is of secondary importance to their ability to learn new knowledge, skills and behaviors that will equip them to respond to future challenges.  As a result, our focus must shift to finding and developing individuals who are continually able to give up skills, perspectives, and ideas that are no longer relevant, and learn new ones that are.”  The quote from our Pillar Partner the Center For Creative Leadership's white paper continues to support the fact our world is becoming more complex—unable to predict outcomes.  To be comfortable with what you know and what you are doing today is to be stagnant, not a desirable label with which to be stuck. 

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Topics: Sales Performance Equation, professional development, sales leadership best practices

6 Steps To Conflict Resolution

Posted by Kristi Shoemaker

May 14, 2012

Conflict is inevitable. How you resolve conflict is critical. Handling it effectively a key to success but handling it poorly is the roadmap to further conflict.  Robert Pagliarini the founder of Richer Life a community of passionate people who want to learn and achieve more in life and at work, recently wrote an article for CBS MoneyWatch based on his experience counseling hundreds of people on financial disagreements. He shared the six key steps to conflict resolution.  Whether dealing with a money issue, a disgruntled employee, or a frustrated boss, these six steps apply. After reading this article, please add you best practices on how you resolve conflict with your employees.

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Topics: Employee engagement, Sales Manager Tips, sales leadership best practices

12 Characteristics of a Bad Boss

Posted by Kristi Shoemaker

November 9, 2011

It’s important to realize that just because someone is in a leadership position, doesn’t necessarily mean they should be. Put another way, not all sales leaders are created equal. The problem many organizations are suffering from is a recognition problem – they can’t seem to recognize good leaders from bad ones. One course of action is to send your sales managers to the Spring Sales Coaching Summit, the other is to learn how to spot a bad manager.

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Topics: sales leadership best practices

REAL Leadership Characteristics

Posted by Kristi Shoemaker

September 9, 2011

REAL relationships:  characterized by Responsibility, Expectations, Accountability, and Learning. Dr. Bret Simmons, President, Sierra Management Research, Inc. and upcoming Sales Coaching Summit  instructor, shares his research-based insights on what it takes to be a REAL leader.

Leadership requires influential relationships with others to get things done; however, it’s only through right relationships with others that we are even able to fully see what really needs to be done. Right relationships are interdependent partnerships, not dependent contracts.

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Topics: Leadership Culture, sales leadership best practices

5 Main Dysfunctions of a Sales Team

Posted by Kristi Shoemaker

September 2, 2011

On Monday, Tony Cole, was our featured instructor at our monthly sales mangement webinar series. Tony shared best practices to address the five most common dysfunctions of a sales team. Here are a few highlights from the webinar.  Leave a comment with your name and email and we will send you a copy of the ppt deck.

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Topics: sales management skills, talent identification & acquisition, 6 Pillars of Sales Productivity, sales leadership best practices

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