The Coaching Effect Blog

The Checklist Every Sales Person Should Ace Before Being Promoted

Posted by Will Kloefkorn

May 14, 2018

It’s no secret. Often times the best sales people do not make for the best sales coaches, yet sales departments continue to promote their top performers into coaching roles.

Personally, I believe this happens for 3 reasons. (1) It is how it has always been done. (2) It's easy and convenient. (3) Sales departments have yet to define what characteristics make a good sales coach and how to identify those characteristics in the candidates.

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Topics: Sales Manager Tips, Sales Coaching Model, sales coaching, Sales Management

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

Fighting Nature: Can Coaching Help Reps Overcome Their Weaknesses?

Posted by Sarah Wirth

September 17, 2015

Like many parents, I noticed early on that my two children were very different, going all the way back to their infancy.  Our oldest son has always been thoughtful, serious and eager to please.  Our youngest son has always been playful, creative and marching to his own drumbeat.  Even though they’re only 15 months apart in age and are being raised at the same time in the same household, they are very different individuals.  So it’s obvious that it’s not just their environment that is making them who they are, they were simply born with different personalities.

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Topics: Sales Manager Tips, coaching sales reps, sales coaching, sales rep motviation

How to Squeeze the Most from Your Workday

Posted by Kathy Collins

September 15, 2015


I’m a planner. I wake up early, go to bed late and in the middle get a whole lot of everything else done.  Over the years, I’ve developed some daily guidelines that help to keep me moving in the right direction. Here are a few helpful tips that might be helpful to you as well.

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Topics: Planning, Sales Manager Tips, sales leader

Sales Managers: Claim Your Authority

Posted by Anna Schott

September 9, 2015

“It’s amazing what you don’t get when you don’t ask.” - Berney Neufeld

I can wholeheartedly say that I am a waist deep kind of negotiator. I know there are some of you that can relate. You negotiate just enough but if it starts getting confrontational, uncomfortable or too deep then thoughts like, “Get me out of here,” or “Run away!” usually come to mind.

Saying that, I was in need of pep talk to become more confident, learn to have a little swagger and be completely comfortable with myself in these situations. I recently attended one of the many motivating sessions called RISE Lincoln which is designed to connect women business leaders in my community that enables networking opportunities as well as learning from brilliant women who are kicking butt and taking names.

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Topics: Sales Manager Tips, sales coaching, Sales Managers, Sales management coaching, Sales Manager Authority, Management Persuasion

No Spectators Allowed!

Posted by Kathy Collins

May 11, 2015

 Dr. Clinton Longnecker inspired the audience last week during the EcSell Institute's 2015 Spring Sales Coaching Summit in Scottsdale, AZ. It was just too good not to share with you today!  His message focused on the challenge that everyone is busy...but busy doing what?  How can leaders get better results in a shorter period of time? We are all working hard to do the right things to cause higher levels of performance. Our organizations look to us to make a difference...but we need to learn faster. Organizations that adapt quicker than their competitors are the ones that come out on top. We have full responsibility to reach that result.

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Topics: Sales Manager Tips, sales leadership conference

5 Critical Questions for Sales Leaders

Posted by Bill Eckstron

December 31, 2014

Tis the time of year when sales leaders reflect on what they’ve learned, accomplished or perhaps muffed this past year. They’ve thought about what they did or didn’t do that impacted the end result (hitting the sales goal), and have justifiably created elaborate explanations for success or failure. 

Here is the obvious—the year has come and gone, you can’t change it.  So, reflect only with the purpose of understanding what can be done differently to affect future growth.  In the spirit of prepping for 2015, below are five critical questions every sales leader should ask themselves:

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Topics: sales leadership, Sales Manager Tips, sales coaching, Sales Management

Sales Coaching: The Dirty Little Secret about Sales Coaching.

Posted by Sherri Daubert

November 21, 2014

120110_Daubert002bwRecently we introduced our sales coaching cloud technology known as ONE-UP. This technology was developed solely as a tool for our members when, as with so many solutions, there came a total moment of clarity created by need. While in conversation with a member who is an EVP, and asked what percent of time his managers spent in coaching, and focusing on high pay off activities, his response was “ I simply don’t know.” But he continued, “While I would like to think that my managers are spending the majority of their time doing the things that will make the difference and move the needle for their teams, literally I cannot tell you.” This was eye opening for us, because while we teach and train that nothing impacts performance more than coaching, and we know the activities and behaviors that need to happen to increase sales, we had not given them an easy way to measure that.

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Topics: Sales manager training, coaching effectively, executive sales management, Sales Manager Tips, Sales Coaching Model, sales manager, sales team coaching,

Sales Manager's: Coach to more performance

Posted by Will Kloefkorn

August 26, 2014

Contrary to mostly popular opinion, a Sales Manager’s job is not to hire great people and then get out of their way. If it were, and I was a CEO, I would simply hire a great talent and acquisition staff, train my sales people, and eliminate the sales management layer entirely because they would be rendered mostly useless. At best they would be sales compliance officers and at worst they would be an in-house for sales reps. This is a bold statement, however as a talented sales producer it pains me at my core to listen to executives in sales leadership undermine the importance of the greatest resource I have – my sales manager. My sales manager’s main responsibility is to coach me, and those on our sales team to higher levels of performance that we could not attain without him or her in that management role.

For some reason this responsibility gets lost, likely due to the long staring contests with P & L sheets and pipeline metrics that have little to do with motivating sales people to sell more, although important. Or perhaps they are busy answering sales reps repetitive questions or putting out fires that could have been extinguished had they spent more time coaching and teaching their reps on an on-going basis so that they are pro-active in providing recommendations and solutions rather than reactive. And don’t get me wrong, today’s sales managers are busy, but they are busy doing things that don’t have much impact on motivating sales reps to sell more. The number one item that motivates sales people to sell more is coaching – click here to read an intriguing white paper on rep motivation.

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Topics: Sales Manager Tips, sales coaching, sales management skills, Sales Coaching Effectiveness

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