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

Thanking People, Not CRMs

Posted by Will Kloefkorn

November 22, 2016

"At the upcoming annual company holiday party I can’t wait to thank my CRM system for all of my success this past year" . . .  a sentence that is likely to be said by a total of zero sales people in the next month and a half. 

Not because CRM systems are not important, but rather because they do little to nothing when it comes to motivating sales people. Likewise, you are not going to hear many reps stand up and thank their manager for their overwhelming product and industry knowledge. Again, not because these things are not important, but rather because they are not what research proves motivates sales people to drive performance. So what will sales reps thank for their success?

People! They will thank people!

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Topics: front line sales managers, professional development for sales management, Leadership & Management, Sales Management

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

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

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

December 18, 2015


It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision making process that will enable your organization to be successful?

But, the question should be posed "who exactly are we measuring through data and why are we measuring them?" Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers although we rarely, if ever, measure what activities the manager is performing with their sales reps and at what frequency.

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Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

Coaching Complexity. Conundrum or Catalyst?

Posted by Debbie Menke

August 14, 2015

by Debbie Menke

Director of Field Sales, US + Caribbean, Iredale Mineral Cosmetics

Recently recognized as the EcSell Institute's 2015 New Member of the Year at the 2015 Sales Coaching Summit.

Webster's Dictionary defines complex as: "hard to separate, analyze, or solve."

What happens when we put our employees into complex situations?  The EcSell Institute refers to the term as "complexity" and further suggests that "complexity" is a necessary "catalyst" for the achievement of greater success!

Complexity is a scary and uncomfortable place to live.  Think about the last time your boss threw you into a truly uncomfortable situation and asked something from you that seemed impossible or completely out of your wheelhouse.  Did the neurons start firing in your brain until you thought a complete meltdown was possible?

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Topics: Complexity Theory, sales manager coaching, sales coaching, Sales Management

Sales Coaching Research: What Five Words Are You?

Posted by Stacia Jorgensen

July 7, 2015

 Tell me something. As a sales leader, what’s your job? If you had to sit down and briefly tell someone what you do and what you are responsible for, what would you say? Better yet, think of it in even more direct manner.

If you had to describe your role as a sales leader/sales manager/sales coach in only five words, which five words would you choose?

Because I’m a nerdy social researcher and I love a good data collection effort, I’ve even made a little survey spot where you can tell me.

Click here to anonymously tell me the five words that describe your role.

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Topics: sales coaching, Sales Management, sales management training, Sales Research

Sales Coaching: Be the C-Factor

Posted by Will Kloefkorn

July 2, 2015

As we embark on the 4th of July let us take time to remember one of the most memorable catalytic events of all time, The Boston Tea Party. When the Sons of Liberty decided they were not going to stand for the Tea Act, and decided to throw chests of tea into the Boston Harbor, it forever changed the world and began shaping the great Country we live in today. I am a bit of a history geek so I will spare you the rest of the details and pivot to this statement; almost all meaningful and systemic change is a result of a catalytic event or catalytic individual that drove the change. These events and individuals are represented throughout the timeline of our Country’s history: The Manhattan Project, Apollo 11, Rosa Parks, and Mark Zuckerberg are among a short list of examples.

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Topics: sales leadership, Sales Management, Coaching measured

Are You in a Mid-Season Slump?

Posted by Kathy Collins

June 27, 2015

I am a baseball mom. 

It's a short sentence that packs a whole lot of responsibility. Our son Aden, age 13, plays between 60-70 games during the regular season and when not in regular season there's post season, then pre-season, indoor practice, get the picture. 

What's most interesting about our experience with baseball this year is not necessarily the skill development, or even watching Aden and his 'band of brothers' play ball. What has given us the most growth as a family is the experience of watching Aden go through one of the longest and most painful batting slumps you could imagine. Out of 73 at bats, to date, he has only hit the ball 9 nine times to get on base. Nine.

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Topics: sales leadership, Catalytic Factor, Sales Management, Sales Mangers

Why Sales Leadership Lose Their Way

Posted by Kathy Collins

June 11, 2015

Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?

The fact of the matter is that sales leaders who have a passion to be excellent coaches for their team not only to drive performance, but to instill leadership and help progress an individual and team to achieve their goals, have the biggest impact on whether sales reps stay or leave, are productive and are satisfied in their positions. The performance of the sales team is a reflection on how they are coached.

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Topics: sales leadership, front line sales managers, Sales Management, Sales Managers

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