Sales Coaching Blog

Sales motivation: The Power of Losing

Posted by Will Kloefkorn

May 26, 2014

Sometimes when you lose you actually win. A statement that is very counterintuitive, but when it comes to sales and sales coaching it can be very valuable to learn. In my last blog I spoke about the importance of complexity, the concept of pushing sales people outside of their comfort zone to achieve higher levels of performance.

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Topics: sales management research, Sales Management Summit, sales management resources, sales team motivation

Sales Coaching Cliches

Posted by Will Kloefkorn

September 4, 2013

It is that time of year again in Lincoln, Nebraska, where the leaves are starting to fall and the temperatures will soon be following suit – thank goodness. More importantly it is that time of the year when normally rational people here in Lincoln start to become, well, a bit irrational. Why? Because football season is finally upon us and as we learned at our last Sales Coaching Summit human beings are 6 times more driven by emotions than they are by logical information. A statistic which makes a lot of sense at the moment because Husker fans don’t seem to be too interested in the fact that inexperienced defenses generally don’t perform to well in their first appearance of the season. Husker fans want results because they passionately care about Nebraska football and do not want logic or facts to get in the way of their emotions, but I digress.

I wanted to cover a fun topic in this blog and in the spirit of football season I thought it would be great to tackle a time old football tradition – coaching clichés. You know, coach speak. That ritual of not saying anything to the people whose job it is to at least get you to say something. Below are a list of my top 3 coaching clichés:

  1. “We just need to focus on one game at a time.”

  2. “He is giving us 110% effort out there.”

  3. “We're gonna play a full 60 minutes.”

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Topics: Sales Coaching Summit, Accountability Coaching, Sales Management Summit, sales coaching, coaching

Simple Lessons From EcSELL Members

Posted by Bill Eckstrom

January 3, 2013

Today was my first office day in 2013.  To punish myself for spending the past few days goofing around, it would only make sense to start the year off with profound intensity (the goal was likely achieved based on the reaction of a few colleagues).  By 6:30 a.m. a local coffee shop found me seated in a comfortable chair with computer open.  One of today’s “urgent and important” tasks was to complete some outstanding work on our Sales Coaching Summit web site.   It had to get done, no excuses. 

Some things didn’t go as planned—we needed more intensity.  A few changes had to be accommodated—turn up the intensity a little more. 

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Topics: Sales Coaching Summit, executive sales management, Sales Management Summit, Leadership & Management, Announcements

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

Mothers and Sales Management Lesson Two

Posted by Kristi Shoemaker

November 17, 2010

Posted by Kristi Shoemaker

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Topics: Sales Management Summit, sales coaching, sales management skills

More "Ah Ha" Moments from the Sales Management Summit

Posted by Kristi Shoemaker

November 10, 2010

Our Fall 2010 Sales Leadership and Coaching Strategies Summit was deemed a success by the attendees.  Over 90%  said "they would definitely recommend the Summit to a colleague".

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Topics: executive sales management, Sales Management Summit, sales coaching, sales leadership best practices

ROI of Emotional Intelligence & Impact on Sales Team Accountability

Posted by Kristi Shoemaker

July 28, 2010

Posted by: Kristi Shoemaker, Marketing, EcSELL Institute

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Topics: Emotional Intelligence, Accountability Coaching, Sales Management Summit

Sales Managers - Do you treat your career like an athlete?

Posted by Kristi Shoemaker

June 23, 2010

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Topics: Sales manager training, collaborative leadership, Accountability Coaching, Sales Management Summit, professional development for sales management, sales leadership conference, professional development

Fall Sales Leadership and Coaching Strategies Summit Announced

Posted by Kristi Shoemaker

May 12, 2010

We have just announced the dates and location of our fall       Sales Leadership and Coaching Strategies Summit! 

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Topics: Sales Management Summit

Read live posts from the Sales Leadership & Coaching Summit!

Posted by Kristi Shoemaker

April 7, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: Sales Management Summit, Announcements

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