The Coaching Effect Blog

The Difference Between High and Low Performing Managers

Posted by Bill Eckstrom

September 13, 2018

EcSell Institute research shows that more than 50% of sales managers knowingly execute less than 48% of the high performance coaching activities that will drive the most sales. The result of this statistic is obvious; sales revenue is left on the table due to the sales manager’s lack of willingness to execute. 

For perspective, how would a President, CSO, EVP Sales, etc. respond to the above stats if they were applied to sales people?  What if they learned half of their sales people were doing only half of the activities that led to the best outcome? It would be unacceptable, heads would roll, yet in the sales leadership profession this double standard is unknowingly accepted because coaching performance is not measured. How much more would be sold if sales leaders fully committed and behaved like high performance coaches?

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Topics: sales coaching, sales performance, High performance coach, High performing coaches

Sales Coaching: Never too Good to be Great

Posted by Bill Eckstrom

January 6, 2016

“The longer I coach the less I know”.

Coach John Cook has coached the University of Nebraska women’s volleyball team for 16 years. He has won three national championships (the most recent being two weeks ago), multiple conference titles, has qualified for the NCAA tournament every year he has coached at Nebraska and has been selected national Coach of the Year two times (plus he is the author of the opening quote).

You have likely heard me say this before, but I’m fascinated with coaching, specifically high performance coaches.  Why they do it, how they prepare, and what they do differently are just a few of the many questions I want to know, and what all my friends at EcSell want to know. Though our company’s focus and research revolves around sales leaders (coaches) and their respective teams, we continue to learn from everyone in a coaching role.  And, Coach Cook in a recent interview provided some powerful insights that he attributes to the performance gains of his national championship volleyball team.  I have taken the liberty of boiling it down to three changes that should be beneficial and applicable to everyone who serves in a sales leadership role.

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Topics: sales manager coaching, sales coaching, sales performance

Don't Be Afraid To Challenge Your Reps: It's What They Actually Want

Posted by Sarah Wirth

October 14, 2015

My 9-year-old son is a tennis player. He absolutely loves the sport and really works hard at it.  Recently, we were talking about his coaches, as has a few different ones at his tennis club. I asked him out of all of his coaches, who were his favorites.  When he gave me two names, I asked him why those were his favorite coaches and he replied, “I like them best because they push me. The other coaches are really nice, but they sometimes let kids mess around in class. I like the ones that make us work.” This answer made me smile because it showed me that even a 9-year-old knows the difference between nice coaches and those that really drive performance.

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Topics: Catalytic Factor, sales coaching, sales performance

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

Corporate Culture: How it Affects Sales Performance

Posted by Kathy Collins

December 11, 2014

“If you don't understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define corporate culture, there is no doubt that the performance potential of a sales leadership team is elevated by the corporate alignment of employee values.

The claim that culture is directly linked to increased performance is founded on the perception that good culture plays an important role in generating a competitive advantage over other similar companies.  Likewise, culture will stay linked to excellent performance only if the culture is able to adapt to changes in environmental conditions internally and externally.

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Topics: sales performance, corporate culture

8 Critical Sales Coaching Activities & The Missing Link

Posted by Bill Eckstrom

September 11, 2013

There are times in our sales leadership career when we have the opportunity to do something special, the chance to catapult our skills and also the skills of those with whom we work, and truly make a difference in the lives of those on our teams.

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Topics: New Leaders, sales leadership, sales leadership, sales analytics & performance tracking, front line sales managers, innovative technology for sales departments, Sales Strategy, sales processes, Leadership Development, sales manager, sales coaching, sales coaching, Leadership & Management, Executives, Sales Management, sales management skills, professional development, sales performance, ideas for sales leaders

Five Planning Tips for Sales Leaders

Posted by Bill Eckstrom

October 4, 2012

Budgeting, strategic thinking, historic analysis, trending… and don’t forget to close the year strong! These activities and expectations consume the thoughts and actions of most sales leaders as we enter the final quarter of the year.

Below are five sales management planning tips the EcSELL Institute states will prove to be more effective than traditional planning methods.

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Topics: sales planning, Planning, sales leadership, Sales Strategy, Sales Management, sales management resources, sales performance

Sales Coaching and Parenting: Dont Miss the Gold With Either

Posted by Bill Eckstrom

September 16, 2012

I naively figured they would have the same interests as me.  My children would want to stay active with athletic activities year around.  Football, basketball, baseball during the appropriate seasons for my son; if I had a girl (I ended up with two) she would want to dance and if sports minded, basketball, softball and volleyball would get the call. 

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Topics: sales management research, sales leadership, goals, mentoring, Motivation, Accountability Coaching, Sales Manager Tips, Leadership Development, sales tools, poor performing sales reps, sales rep peformance, professional development for sales management, Sales Management, coaching, professional development, sales performance, top performing sales organizations, Strengths

Focus Points for Sales Success in 2012

Posted by Kristi Shoemaker

January 16, 2012

Today's blog is written by Tony Cole, of Anthony Cole Training Group. Tony is also a keynote instructor at our upcoming spring Sales Coaching Summit.  Tony shares a recent article from Mark Gibson at Advanced Marketing Systems which sited a report from CSO - (Chief Sales Officer) identifying the key focus points for sales success in 2012.  The survey conducted by CSO identified the following BIG issues that members felt needed to be addressed:

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Topics: Sales Coaching Summit, sales performance

Oooommmmm. Tips To Reduce Stress During High Pressure Times

Posted by Kristi Shoemaker

October 31, 2011

Being the boss is never easy.  Pressure comes from all sides. Demands are great. You are expected to know it all.  There are days when you simply want to throw up your hands and say "Calgon, take me away!".  Harvard Business Review shares tips on how to stay calm  and how to reduce stress in the midst of it all. 

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Topics: Sales Management, sales performance

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