The Coaching Effect Blog

What Sales Managers Actually Want For Christmas

Posted by Anna Schott

December 13, 2016

This blog is a follow up to a blog I wrote last year at this time called “What Sales Reps Actually Want For Christmas” which was inspired by one of our newest findings from our research about the impact managers have when applying positive pressure. 

The blog essentially boils down to the one thing that sales reps want for Christmas: coaching. Sales reps want and crave coaching from their managers. It drives motivation and productivity and ultimately more sales.  

In that "spirit", I though I’d share some of the responses we received from our recent survey asking managers what their manager/leader could improve on regarding his or her sales coaching skills.

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Topics: sales manager coaching, sales coaching, sales rep motivation, Sales Manager Motivation

The Impact of Sales Manager Coaching on Sales

Posted by Anna Schott

October 4, 2016

It is simply amazing to think of the effects coaching has on sales team performance. Some may roll their eyes when one uses the term “coaching” rather than “managing” but in all fairness, those are usually the types of archaic “leaders” who don’t believe that sales reps do what they are coached to do and not what they’re trained to do.

That is why EcSell chooses to only work with sales executives who know that their management team is the linchpin to their organization’s success. One of those forward thinkers agreed to partner with EcSell to implement the ONE-UP Sales Coaching Process back in 2014.

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Topics: sales manager coaching, sales coaching, sales coaching roi, Sales growth

5 Quick Sales Coaching Tips

Posted by Kathy Collins

June 13, 2016

Why coach? It's really the same question as 'why lead?' But how best can one sift through all of the information available today for sales leaders in order to find that nugget of information that will enable you to create opportunities for sales growth? It's easy. There are 5 simple coaching activities that can help you drive sales by executing on a regular basis. The motivation for a sales rep to perform all begins with the quality of relationship that he or she has with their manager.

Here are some tips you can easily execute starting today:

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Topics: sales manager coaching, sales coaching, Sales coaching tips

How to Get a Sales Team to Sell More

Posted by Bill Eckstrom

May 24, 2016

Performance is a fascinating topic. Not because this is coming from our blog, but how to improve performance is a query everyone in a leadership role should continually ponder. After watching numerous sports teams under-achieve on the field or court I am reminded of how this transcends into sales and weaves its way into any team environment. Today I’m not in a capacity to fix my favorite sports teams, but am hopeful this post will help anyone in a sales leadership role begin to drive more sales.

Before I get to the strategy, know that the level of sales success you are achieving today is directly correlated to the performance culture you have created on your team. Most sales leaders are very willing to discuss why or why not their team is selling, but few focus on their culture as the cause. And, though culture is created and perpetuated by your entire team, it begins with the leader—you have no wiggle room, no blaming others. If you want your team to sell more, evolve the culture to one that is more high-performing.

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Topics: sales manager coaching, sales rep peformance, sales leadership best practices, sales rep motivation, Sales coaching resources

Sales Coaching: Never too Good to be Great

Posted by Bill Eckstrom

January 6, 2016

“The longer I coach the less I know”.

Coach John Cook has coached the University of Nebraska women’s volleyball team for 16 years. He has won three national championships (the most recent being two weeks ago), multiple conference titles, has qualified for the NCAA tournament every year he has coached at Nebraska and has been selected national Coach of the Year two times (plus he is the author of the opening quote).

You have likely heard me say this before, but I’m fascinated with coaching, specifically high performance coaches.  Why they do it, how they prepare, and what they do differently are just a few of the many questions I want to know, and what all my friends at EcSell want to know. Though our company’s focus and research revolves around sales leaders (coaches) and their respective teams, we continue to learn from everyone in a coaching role.  And, Coach Cook in a recent interview provided some powerful insights that he attributes to the performance gains of his national championship volleyball team.  I have taken the liberty of boiling it down to three changes that should be beneficial and applicable to everyone who serves in a sales leadership role.

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Topics: sales manager coaching, sales coaching, sales performance

What Sales Reps Actually Want For Christmas

Posted by Anna Schott

December 1, 2015

Fun fact: The estimate amount of dollars spent on sales rep effectiveness comes to $20,000,000,000 while the amount of dollars spent on sales coaching effectiveness is too insignificant to measure. This seems all too contradictory since sales managers are far more accountable for revenue earned than the sales producer.

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Topics: sales manager coaching, sales manager development, sales coaching, sales rep motivation, Motivating Sales People

Sales Coaching: Millennials and McDonalds

Posted by Will Kloefkorn

November 21, 2015

If Millennials can knock McDonalds from the top of the fast food hierarchy, is any business safe from their wrath? In this Wall Street Journal article, the author points out why McDonalds is losing its luster with younger consumers and the findings are quite intriguing to say the least. To be honest, I often think the hyperbole that comes along with generational differences is sometimes overblown. I also believe that while my generation, the millennials, are misunderstood at times, it is incumbent upon us to understand why older generations feel and act the way they do. Understanding generational differences should always be a two way street. However, given the fact that Millennials will make up roughly 70% of the workforce by 2020, this topic is not going anywhere fast. What does this mean for sales departments and sales coaching? Well, a lot quite frankly, but for the sake of this blog I am going to focus on two critical quotes from the article above.

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Topics: Millennials, sales manager, sales manager coaching, sales coaching

The Upside of Everything

Posted by Kathy Collins

November 9, 2015

It's a fact that people want to be around others who have a positive attitude.  A good friend recently shared their philosophy that there are two kinds of team members in the workplace, those who point out problems and those who solve problems. I challenge you to be a problem solver. Being a problem solver requires a good deal of diplomacy and a positive attitude.  Employees with positive outlooks tend to be more productive due to the fact that they always see opportunity within every challenge presented--they do not waste time worrying, they put their energies into more productive activities.  There are many benefits to having a positive work attitude, and many ways to help yourself cultivate a positive work attitude. Here are just a few:

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Topics: Sales Manager Tips, sales manager coaching, Leadership, Sale Leaders

Sales Coaching: It's the relationship stupid

Posted by Will Kloefkorn

September 24, 2015

Allow me to be blunt; if you don’t know me you can’t coach me. I am fairly confident that this premise also applies to every sales manager/sales rep relationship across the globe. It is a fairly obvious statement, but while that is true, it also makes it very easy to give it lip service as opposed to actual top notch relationship execution. If you are skeptical of this, allow yourself to consider the following questions below:

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Topics: one on one meetings, Sales Manager Tips, sales manager coaching, sales coaching, sales rep peformance, sales performance, five high pay activities, Manager relationships, Manager and Rep Relationship

Sales Coaching: Intellectual Understanding vs Emotional Readiness

Posted by Will Kloefkorn

August 19, 2015

 “Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude” – Thomas Jefferson

Executive sales leaders have a huge opportunity to grow more revenue, build a world-class sales department, and do something special. However, it is not going to be easy and that is the problem. Not too long ago I heard from an EVP of sales that he did not want to bring the same level of accountability to his sales management team that he has in place for his sales producers. What? How could you be against asking your sales managers to not be held to the same standard of accountability and expectations of their sales reps? I mean, that is leadership 101 – do not expect of others what you are not willing to expect of yourself. As we dialogued further however, I realized that while I absolutely did not agree with this EVP’s decision, mentality I did begin comprehend what he was saying, albeit still wrong.

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Topics: sales manager coaching, sales coaching, sales coaching mindset, Sales Coaching Metrics

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