Sales Coaching Blog

5 Fundamental Attributes of Effective, Happy Sales Leaders

Posted by Jaime Davis-Thomas

October 6, 2010

5 Fundamental Attributes of Effective, Happy Sales Leaders

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

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Topics: EcSELL Institute Partner, Engagement, sales results, Emotional Intelligence, Research, Accountability Coaching, sales management webinar, ROI, Leadership & Management, collaboration, Wisdom, Strengths

6 Signals a Sales Compensation Plan Should Change

Posted by Kristi Shoemaker

September 1, 2010

6 Signals a Sales Compensation Plan Should Change

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: sales producer, Best Practice, compensation recognition rewards, sales management webinar, sales rep peformance, Sales Management, partners

5 Sales Coaching Sessions That Help Sales Reps Grow

Posted by Kristi Shoemaker

May 24, 2010

Posted by: Kristi Shoemaker, Marketing, EcSELL Institute 

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Topics: Best Practice, Sales manager training, sales management webinar, sales rep peformance, sales performance, time management

Habits of effective front-line sales managers.

Posted by Kristi Shoemaker

April 21, 2010

Sales management is no easy task. Field sales managers need to grow and develop their sales producers. VP sales need to grow and develop their field sales managers.  Most of the time, sales departments focus their time, resources, and energy on helping the sales rep.  But, as your self this age old question...

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Topics: sales management webinar, front line sales managers, coaching

6 Reasons Executives Grant Meetings With Salespeople

Posted by Kristi Shoemaker

March 11, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: Best Practice, Sales manager training, sales management research, Research, sales management webinar, Executives, sales management skills

How to Succeed In the "New Normal" of Sales Management

Posted by Kristi Shoemaker

February 1, 2010

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Topics: Best Practice, sales management webinar, professional development for sales management, Sales Management

12 Step Process To Recruit A Sales Rep

Posted by Kristi Shoemaker

January 25, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute 

Today's webinar titled "How Not To Screw Up Your Hiring In 2010", lead by Dave Kurlan of Objective Management Group was very well received.  One of the biggest "ah ha" moments for me was when he instructed sales managers to put the assessment as the FIRST STEP in the process rather than towards the end. The reason given was that in 75% of the time, when a sales manager ignored the assessment results and went with gut feel, those candidates ended up be in the lower performing group. Dave also sited examples where most HR departments are responsible for making the first cut. This is typically based on whether they "liked the way the resume looked" rather than a validated assessment of the person's skills and potential.

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Topics: talent identification & acquistion, sales management webinar

How Not To Screw Up Your Sales Hiring in 2010

Posted by Kristi Shoemaker

January 7, 2010

Published by: Kristi Shoemaker, VP Marketing, EcSELL Institute 

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Topics: sales management webinar, professional development for sales management, Sales Management, sales management resources

Highlights from Nov Sales Management Webinar

Posted by Kristi Shoemaker

November 25, 2009

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Topics: sales management webinar, Leadership & Management, Sales Management, sales management resources, sales management books

3 Best Practices For Sales Managers That Drive Sales Performance

Posted by Kristi Shoemaker

November 2, 2009

Don't miss EcSELL Institute's next Sales Management Webinar titled "3 Best Practices For Sales Managers That Drive Sales Performance Results"

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Topics: Best Practice, sales management webinar

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