The Coaching Effect Blog

How Often You Should Meet With Your Sales Reps: The “Just Right” Approach

Posted by Stacia Jorgensen

February 26, 2016

Remember that oldie-but-goodie of Goldilocks and the Three Bears? You know, the one where Little Red Riding Hood goes through a series of items where each is too much of one thing but not enough of another only to find that there is a “just right” to each? As part of our continued research into what makes top performing sales manager effective, we have found that there is also a “just right” amount when it comes to meeting with your sales reps.

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Topics: sales leadership, one on one meetings, sales manager, sales leader, team meetings, meetings, Sales Managers, Sales Research

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

December 18, 2015

 

It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision making process that will enable your organization to be successful?

But, the question should be posed "who exactly are we measuring through data and why are we measuring them?" Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers although we rarely, if ever, measure what activities the manager is performing with their sales reps and at what frequency.

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Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

Next Steps: Don't Become Complacent in Your Work!

Posted by Kathy Collins

October 12, 2015

Today is one of those days where I’m all caught up. This phenomenon doesn’t happen that often, but occasionally I check the last item off my list, sit back in my chair and think “whew!”

What to do next?

This is really my danger zone professionally. It’s that moment when I cross a finish line with an initiative, project or area of development.  And on days like today, I just want to rest in the moment of being done for a time.

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Topics: sales leadership, sales coaching, Sales Managers

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

Why Sales Leadership Lose Their Way

Posted by Kathy Collins

June 11, 2015

Talented coaches who are highly successful in their positions and are at the very peak of their careers often lose their bearings. Why is this? How can sales leaders who are grounded become overwhelmed and lost in the process? Whether the economic times are good or bad, many leaders get stuck in similar traps. Why is this?

The fact of the matter is that sales leaders who have a passion to be excellent coaches for their team not only to drive performance, but to instill leadership and help progress an individual and team to achieve their goals, have the biggest impact on whether sales reps stay or leave, are productive and are satisfied in their positions. The performance of the sales team is a reflection on how they are coached.

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Topics: sales leadership, front line sales managers, Sales Management, Sales Managers

Data Visualization...A Trend You Can't Ignore

Posted by Kathy Collins

January 8, 2015

 

Data Visualization…a Trend You Can’t Ignore

It’s not hard to jump on the big data wave. Who could argue with the collection of vital information that will directly affect the decision-making process that will enable your organization to be successful?

But, the question should be posed...who exactly are we measuring through data and why are we measuring them? Almost every sales-driven interaction and relationship is measured via whatever CRM your company is currently aligned. What is most often missed is measuring the sales coaching activities and metrics in regards to the activities between manager and sales rep. Research has proven time and time again that the relationship between sales rep and coach has the highest correlation on sales rep effectiveness.  Yet an estimate of 8 billion dollars are spent every year in the development and training of sales team effectiveness and the dollar amount spent on teaching sales managers how to become better coaches--is too insignificant to measure. Managers have the most important roles in the success of our teams and whether or not they are able to hit and/or exceed their numbers and yet, we rarely if ever measure what activities the manager is performing with their sales reps and at what frequency.

Read More

Topics: Sales Management, Sales Coaching Effectiveness, Sales Managers

The Problem With Sales Managers and Meetings

Posted by Anna Schott

December 26, 2014

It’s Tuesday morning and you’re ready to sit down and tackle the workday. You have your cup of coffee in one hand while the other hand starts attacking that over-stimulated inbox. You’re just about to respond to an email that takes priority when - -

your phone rings and you start answering questions when - -

a meeting reminder pops up on your computer screen so you get off the phone to head to the meeting and - -

your boss sneaks in to ask you to take on another project. You agree and get started on it and - -

the workday is over. What in the world just happened?

This is no unfamiliar story in the sales world. From meetings to prospecting to taking care of everyday business it’s no wonder that almost half the workweeks in a year are lost due to the amount of multitasking. The interesting thing about it is that time isn’t the problem. It’s how time is being managed.

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Topics: Sales Managers, Sales Culture, Sales Managers and Meetings, Managers and Meetings

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