The Coaching Effect Blog

Your Sales Coaching Handicap

Posted by Will Kloefkorn

October 6, 2016

I really enjoy playing golf, but with two kids under the age of five my ability to get in 18 holes has been severely impacted. There is no more golf league in my life and it is rare for me to play a round unless it is part of some type of charity or philanthropic event. Fortunately, for me, when I play in these events I am still able to compete because at the amateur level, the game of golf offers a handicap score which is a numerical measure of a golfer’s potential ability. In its most simplistic form, what the handicap system does is it allows very average golfers (like me) to compete on a level playing field with much better golfers to make the game more competitive. As an under performing golfer, I am thankful for the handicap system because it gives me a chance to be relevant in a game where I am competing with much better players.

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Topics: sales coaching, sales management training, sales coaching training, Coaching measured

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: Quality and Consistency

Posted by Will Kloefkorn

March 20, 2015

Perhaps it’s so easy it’s hard. That is the only reason I can think of when considering why sales departments do almost nothing to measure and analyze the consistency and quality of coaching that is occurring in their organizations. Or perhaps I’m not giving the EcSell Institute enough credit, but that is not the point of this post. The point of this message is to focus on looking at sales performance through a different lens to challenge the status quo.

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Topics: sales training, sales coaching, sales management training, sales coaching training

Sales Management Training: Leave your Ego at the door please

Posted by Sherri Daubert

January 26, 2015

People in powerful positions, such as Sales Managers, tend to dismiss others' advice when making decisions,  a management study finds. Don't let your ego go to your head. Rather, welcome ideas from all levels of your sales organization by embracing a collaborative leadership style.

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

Sales Management Training: Resolutions? 12 Characteristics of a Bad Boss

Posted by Sherri Daubert

January 1, 2015

In the spirit of a new year and new resolutions we bring to you an article from  Mike Myat Chief Strategy Officer of N2growth, on how to spot ineffective leaders. In a former post by Kristi Shoemaker,  Mike points out a few things that should be obvious, but apparently aren’t. Read the full article "12 Ways To Spot Ineffective Leadership" and resolve to be a much better leader than this.

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

Sales Management Training: Is it failing you?

Posted by Sherri Daubert

December 18, 2014

Between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why?

Training can be disappointing when months down the road, results return to the same place they have always been.  Sales people are blamed for being highly motivated and energized in the beginning but not being able to sustain that level of momentum.    However, maybe it isn’t about salespeople at all.    Maybe ( gulp) it really is about you, the manager, coach and leader.  

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Topics: Sales manager training, sales training, ROI, coaching sales reps, sales coaching, coaching, sales management training, five high pay activities

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