The Coaching Effect Blog

What is Sales Coaching?

Posted by Bill Eckstrom

September 21, 2018

And so the articles in HBR, Forbes, Inc., and Fast Company continue...

Blogs in which consultants pontificate on the benefits of coaching in sales seems to have grown exponentially. Everywhere I turn there is something to hear or read on why sales coaching is so important. 

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Topics: sales coaching, sales motivation

What Was Learned and Affirmed in 2016

Posted by Bill Eckstrom

December 19, 2016

Another year almost in the books and another review of the past 12 months. At my age (which I’ve alluded to in other blogs, articles, etc.) it’s amazing how much I continue to learn. Yes, I say this every year, but I’m hopeful the journey continues.

So without further ado, below is a sampling of my 2016 thoughts, affirmations and lessons. 

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Topics: sales coaching, sales motivation, Sales Manager Motivation

Sales motivation: relationship with your reps

Posted by Will Kloefkorn

September 9, 2014

If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need? When it comes to sales rep motivation and engagement do those on your team view you as an acquaintance or a good friend?

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Topics: sales management skills, sales management resources, sales motivation, sales coaching methodology

Sales Motivation: Have some fun

Posted by Will Kloefkorn

July 1, 2014

Anyone in sales knows that it is an absolute grind. Sales people live their lives one quarter at a time with the expectation that each year they are expected to produce more than they did the year prior. But that is the job that we signed up for and with the high pressure comes the high reward and recognition. That being said, it is critical for sales managers to be very cognizant about making sure their sales people are enjoying themselves during their day to day activities and allowing them the flexibility to be creative and stay loose. Sales Managers have an opportunity to influence more sales motivation by learning how to help each of their sales reps stay engaged with their high payoff activities and have fun while doing them.

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Topics: sales coaching, sales management skills, sales management resources, sales motivation

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