The Coaching Effect Blog

Sales Management Leadership Comparisons: I lost my example...

Posted by Bill Eckstrom

January 6, 2010

 

It was disheartening to hear as it all unraveled.  A person who I've blogged about, oft used in my analogies for those in sales leadership, a role model for all who work to be the best at their respective trade-has really biffed.

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Topics: Best Practice, New Leaders, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, Executives, Sales Management, sales management skills, coaching, sales leadership conference, professional development, Sales mgt summit, Strengths

Your Sales Department Leadership Is Starving?

Posted by Bill Eckstrom

December 30, 2009

bill ecstromecsell institute sales training logo 

Bill Benjamin is arguably one of the foremost thought leaders on leadership, coaching and emotional intelligence in N. America.  His organization, the Institute for Health and Human Potential (IHHP) does amazing work for their clients throughout the world.  EcSELL has worked with Bill and his partner, Dr. J.P. Pawliw-Fry, on several occasions and will continue to do so, for their work is based on science, best practice and is delivered with passion-they are not a bunch of fist pumpers with no substance to what they preach.

I mention the above to make a point about leadership and coaching.  While Bill at IHHP is clearly educated and highly effective in the art, science and delivery of leadership and coaching, he is formally taking part in programs to enhance his personal skills as a leader and coach.  Bill never seems to quench his thirst for learning, for he understands his team at IHHP, as well as their customers, will only learn and grow as much as his ability to lead and coach them.  Poor leaders and coaches limit the development and productivity of their teams, while the antithesis is true of great leaders and coaches.

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Topics: Best Practice, Research, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, Executives, Sales Management, sales management skills, coaching, sales leadership conference, professional development, sales management resources, Sales mgt summit, Strengths

Research Focus: Compensation, Recognition & Rewards

Posted by Jaime Davis-Thomas

November 3, 2009

Each month, the EcSELL Institute Research & Publications Team focuses on one of the 6 Pillars of Sales Managment. You'll see a concentrated effort to bring our sales management professionals resources and information related to each of them. This time around, we're focusing on Sales Compensation, Recognition & Rewards.

At EcSELL Institute, we believe sales compensation is one of the drivers of sales productivity. Many research studies have demonstrated the impact that a well-designed compensation and rewards program can have on the productivity of workers, including sales professionals.

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Topics: compensation recognition rewards, Engagement, Leadership & Management, EcSELL Institute, Pillars, Sales Management, sales management skills, collaboration, collaboration, Wisdom, sales leadership conference, Sales mgt summit

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