The Coaching Effect Blog

Why top executives are doing "it"!

Posted by Kristi Shoemaker

August 31, 2011

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Topics: Best Practice, sales management research, Sales Management Summit

Survey Shows Why 1 in 5 Lose a Sale

Posted by Kristi Shoemaker

May 25, 2011

We found this article was written by Jason Hensel for One+ Magazine and thought this information on sales strategy was important to share with you.

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Topics: sales management research, Sales Strategy, Sales Management, sales methodology & sales skills development

Your Role as a Sales Manager MUST CHANGE!

Posted by Kristi Shoemaker

April 13, 2011

EcSELL Institute unveiled this powerful video at the spring 2011 Sales Coaching Summit! (4 minutes) You need to be a sales COACH not just a sales MANAGER....

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Topics: sales management research, Sales Coaching Summit, sales coaching

Qualities of Women Leaders

Posted by Kristi Shoemaker

April 11, 2011

Our Pillar Partner, Caliper Corp., recently published a white paper on the qualties of women leaders.

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Topics: sales management research, women in sales management, Sales Management

# of Dials to Reach C-Level Customers

Posted by Kristi Shoemaker

April 8, 2011

EcSELL Institute Sales Coaching Summit Session Summary

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Topics: sales management research, Sales Coaching Summit, technology for the sales process, lead generation

Powerful Research on Sales Coaching

Posted by Kristi Shoemaker

April 7, 2011

EcSELL Institute Sales Coaching Summit Session Summary

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Topics: sales management research, Sales Coaching Summit, sales coaching

How your brain can hurt decision making & innovation

Posted by Kristi Shoemaker

February 23, 2011

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: sales management research, collaborative leadership, ideas for sales leaders

6 Competencies of Senior Leadership Sales Coaching

Posted by Kristi Shoemaker

February 21, 2011

This white paper was written by our Pillar Partner, Center For Creative Leadership.  "Senior Leadership Team Coaching" was written by Douglas Riddle, Global Director, Coaching Services, Center for Creative Leadership. It is one small example of how we strive to keep your members informed and up-to-date on the latest research, technology, and best practices in sales coaching, leadership, and managing the 6 Pillars of Sales Productivity.

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Topics: sales management research, executive sales management, professional development for sales management, sales management skills, sales leadership best practices

Emotional Intelligence on the Sales Team

Posted by Jaime Davis-Thomas

December 22, 2010

Emotional Intelligence on the Sales Team

Jaime Davis-Thomas, EcSELL Institute Director of Research & Publications

Emotional intelligence involves “the intelligent use of emotions: you intentionally make your emotions work for you by using them to help guide your behavior and thinking in ways that enhance your results” (Weisinger, 1998).

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Topics: sales producer, Career Development, sales management research, collaborative leadership, Emotional Intelligence, sales leadership, sales coaching, sales rep peformance, EcSELL Institute, Pillars, coaching, professional development, assessment tools

2010 Sales Compensation Study

Posted by Kristi Shoemaker

November 29, 2010

Our Pillar Partner, PhoneWorks, recently published a white paper "2010 Sales Compensation Study".  Here are the hightlights of their finding.

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Topics: sales management research, compensation recognition rewards, sales compensation plans

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