Sales Coaching Blog

The Ultimate 4-Step Management Training Program

Posted by Sarah Wirth

December 14, 2018

Every organization that has tried to implement a new training program, sales process or service initiative knows that change can be hard. At the outset of a new initiative, we all have the best of intentions that the new ideas we want to implement will take hold in our culture and improve our company for the better. But in fact, research proves that 50-70% of change initiatives fail because they aren’t implemented effectively.

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Topics: Sales manager training

Sales Managers: Stop Waiting for the “Right” Time

Posted by Anna Schott

July 14, 2015

Do you ever “know” you should do something but it’s just not the “right” time? Maybe it’s that project your significant other is nagging you to finish, trying a new hobby or maybe starting a business. Either way, it’s just not the “right” time to accomplish it. So when is the perfect time?

You’re not alone. I’ve been meaning to write a blog about this specific picture from our 2015 Sales Coaching Summit two months ago. Clint Longenecker, one of America’s leaders in the area of rapid performance improvement and the Stranahan Professor of Leadership and Organizational Excellence in The College of Business and Innovation at The University of Toledo, wrote this on a poster at a breakout session in early May. Personally, I find so many emotions evoked from this statement, though it’s taken me until now to write about it.

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Topics: Sales manager training, sales management skills, Sales manager effectiveness, Sales growth timing

Creating a Culture of Engagement

Posted by Kathy Collins

April 30, 2015

What creates a culture of engagement? What drives organizational loyalty? How do you foster an environment or culture within your organization that not only makes people happy in their jobs, but drives performance?

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Topics: Sales manager training, Engagement, coaching effectively, Leadership Culture, company culture, sales coaching methodology, corporate culture, Sales Culture

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: 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

Sales Management: Oversight #1

Posted by Will Kloefkorn

December 12, 2014

If you have been in sales long enough you are sure to have heard Einstein’s famous quote from at least one of your sales leaders, "Insanity: doing the same thing over and over again and expecting different results." This is a legit quote that has a logical and tested premise, but my problem with the quote is that in the sales industry it is most always directed at the sales producer and not the sales manager. This is not necessarily the sales manager’s fault however because it is a sales hiring best practice that is actually insane in this case. What is that best practice? The sales world continues to promote top performing sales reps into management roles blindly without recognizing that selling to customers vs coaching and teaching sales producers to be great are two different skill sets. And worse yet, even if they recognize that selling and coaching are two different skill sets, they still promote top performing reps into management because the internal leadership is not strong enough to explain to the rep why they will ultimately be miserable in a management role. This critical promotion error gets made over and over, day after day in the sales world even though there is an abundance of science out there that supports how “insane” this hiring practice is.

So where should sales departments begin in order to break this viscous cycle of insane behavior? Take a look below.

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Topics: Sales manager training, sales manager development, 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 Coaching: Focusing on Sales Management

Posted by Will Kloefkorn

November 14, 2014

Throughout the years the sales the sales industry has done a pretty darn good job of determining the tools, resources, training, metrics, and methodologies that sales people need to execute against in order to hit their sales objectives. As a producer myself I appreciate this fact, but it is not enough!

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Topics: Sales manager training, sales coaching methodology

Sales Manager Training

Posted by Bill Eckstrom

July 16, 2014

Think for a minute, not about training sales people, but about sales manager training.

The average sales rep is accountable for approx. $2M in revenue…

  • We know where they’ve been
  • We know how many customers & prospects with whom they’ve visited
  • We can measure their effectiveness and performance
  • We know what talents and skills lead to sales success
  • We can accurately screen for those talents and skills
  • We continually provide them skills development
  • We provide and ask them to follow a process/method that leads to more predictable sales outcomes
  • We train them to the process/method
  • We track their compliance to the process/method
  • They receive all sorts or recognition for attaining and exceeding their quota

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Topics: Sales manager training, Sales Coaching Model, sales coaching, sales coaching methodology

Sales Leader Time Management: What Are Your Obstacles?

Posted by Sarah Wirth

July 10, 2014

If there’s one thing that we hear from sales managers on a regular basis, it’s how busy they are.  And when you look at everything on their plate, there’s no doubt that statement is true.  From sales trips with reps to company meetings to responding to customers to putting together sales plans to monitoring their pipeline, sales managers are pulled in many directions from numerous groups of people who need their time and help.

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Topics: Sales manager training, coaching sales reps, sales leadership conference, time management

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