The Coaching Effect Blog

The Top 10 Behaviors of High Performing Managers According to Sales Reps

Posted by Stacia Jorgensen

April 23, 2018

One of the most valuable things about our work at EcSell is that we use data as the guiding force for our work. We don’t just guess, use our own personal experiences, or philosophize about the impact of sales coaching. Instead, who we are and what we do is based on empirical evidence.

One of our main sources of data is the EcSell Institute Through the Eyes of the Rep (TTEOTR) survey. Part of this survey asks reps to tell us what they believe their manager does best as a sales manager, or coach as we like to call this role. By analyzing what a rep perceives their manager does best, we have a window into understanding what manager behaviors reps feel benefit them the most. In other words, when we know what behaviors our reps value in their manager, we know which manager behaviors make the biggest impact. 

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Topics: sales coaching, sales rep motivation, sales manager performance

What Sales Managers Actually Want For Christmas

Posted by Anna Schott

December 13, 2016

This blog is a follow up to a blog I wrote last year at this time called “What Sales Reps Actually Want For Christmas” which was inspired by one of our newest findings from our research about the impact managers have when applying positive pressure. 

The blog essentially boils down to the one thing that sales reps want for Christmas: coaching. Sales reps want and crave coaching from their managers. It drives motivation and productivity and ultimately more sales.  

In that "spirit", I though I’d share some of the responses we received from our recent survey asking managers what their manager/leader could improve on regarding his or her sales coaching skills.

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Topics: sales manager coaching, sales coaching, sales rep motivation, Sales Manager Motivation

How-To Grow and Develop Sales Reps

Posted by Sarah Wirth

August 18, 2016

More and more of our Through the Eyes of the Rep survey data shows that many sales reps are not interested in moving into sales management. Whether it’s because the reps like the autonomy of an individual performer role, or feel they can make more money as a sales producer, or aren’t interested in coaching others; becoming a sales manager simply isn’t a desirable path for all reps. Therefore, sales managers are presented with the challenge of how-to grow and develop sales reps' careers without leaving their current role.

The only way to plan for career development inside the same sales role is to understand the individual talents, needs and interests of the sales rep. To this end, we encourage each sales manager to conduct an annual career discussion to better understand these individual concerns.

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Topics: sales rep motivation

Management Activities ≠ Results

Posted by Phyllis Trower

July 26, 2016

A Gallup poll of more than 1 million employed U.S. workers concluded that the No. 1 reason people quit their jobs is a bad boss or immediate supervisor.

“The majority of today’s front-line managers were promoted as a result of high performance in pre-management roles, regardless of what those roles might have been. Thus, many promotions into front-line management positions result in ‘accidental’ managers who are ill- equipped to perform successfully in their new role.”  - BearingPoint Institute

“…nearly 60% of front-line managers underperform during their first two years in the seat, driving performance gaps and employee turnover across the entire frontline.” Given the importance of the front-line role, this shortfall matters. - BusinessWire

“Shifting an effective manager to an effective people manager can improve employee performance by 25%, employee engagement by 52%, and employee retention by 40%.” - Leadership Roundtable of the Conference Executive Board

The research points to one very clear and concise fact: Front-line managers are the single-most influential factor in driving employee motivation and performance.

In our world today, we are rewarded and reveled for doing a lot of activity. It is somewhat of a “badge of honor” to be the first in the office and the last to leave, to be so busy we can’t breathe, to be in & on every aspect of social media, to be available 24/7 and so on. You get the picture.

Here’s a different lens to that picture.  Definitions according to Miriam-Webster are:

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Topics: Sales Coaching Effectiveness, sales rep motivation, Management Activities

How to Get a Sales Team to Sell More

Posted by Bill Eckstrom

May 24, 2016

Performance is a fascinating topic. Not because this is coming from our blog, but how to improve performance is a query everyone in a leadership role should continually ponder. After watching numerous sports teams under-achieve on the field or court I am reminded of how this transcends into sales and weaves its way into any team environment. Today I’m not in a capacity to fix my favorite sports teams, but am hopeful this post will help anyone in a sales leadership role begin to drive more sales.

Before I get to the strategy, know that the level of sales success you are achieving today is directly correlated to the performance culture you have created on your team. Most sales leaders are very willing to discuss why or why not their team is selling, but few focus on their culture as the cause. And, though culture is created and perpetuated by your entire team, it begins with the leader—you have no wiggle room, no blaming others. If you want your team to sell more, evolve the culture to one that is more high-performing.

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Topics: sales manager coaching, sales rep peformance, sales leadership best practices, sales rep motivation, Sales coaching resources

Coaching Difficult Sales People: "Nancy the Narcissist"

Posted by Kathy Collins

April 28, 2016

Sales managers have a clear purpose—to coach their team to hit and exceed their sales number. Research proves time and time again the impact sales managers have on performance. Poor performing sales managers can cost an organization upwards of $20M per year in lost opportunities. The EcSell Institute believes that nothing impacts performance more than sales coaching.

“To coach effectively you don’t treat everyone the same. Everyone responds differently. Some require encouragement and some require increased pressure and challenge. Same goes for management.” - John Wooden

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Topics: sales coaching, sales rep motivation

3 Steps to Increase the Coachability of Your Reps

Posted by Shirley Ramos

March 28, 2016

Exceptional sales leaders understand the importance of coaching their sales teams, however the phrase ‘coaching a team’ is misleading. Whether you supervise ten reps or two, there often is only a small focus on the team. There may be an area revenue goal, but in actuality, each rep is an individual contributor to that expectation and most likely focused solely on his/her own quota. More likely there is healthy competition between sales reps, driving each of them to make that extra call or schedule that additional meeting.

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Topics: sales coaching, sales rep motivation, Coachability

Sales Coaching Research:  How to Motivate Sales Reps

Posted by Stacia Jorgensen

January 18, 2016

One of the patterns I see over and over again in our qualitative data from sales reps is that great sales managers are leaders who are able to motivate them. When we straight-out ask people what their sales leader does best they often say things like these real-life responses:

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Topics: Research, sales coaching, sales rep motivation

What Sales Reps Actually Want For Christmas

Posted by Anna Schott

December 1, 2015

Fun fact: The estimate amount of dollars spent on sales rep effectiveness comes to $20,000,000,000 while the amount of dollars spent on sales coaching effectiveness is too insignificant to measure. This seems all too contradictory since sales managers are far more accountable for revenue earned than the sales producer.

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Topics: sales manager coaching, sales manager development, sales coaching, sales rep motivation, Motivating Sales People

Let Them Play: Using Unstructured Time to Drive Innovation and Growth for Your Sales Team

Posted by Sarah Wirth

June 22, 2015

As many of our children are now on summer vacation – whether from kindergarten, college or somewhere in between – I’m reminded of the importance of “play time” for rejuvenating energy levels and encouraging new ways of thinking. Of course, our children may see the summer as simply a time for ball games, swim parties and flashlight tag, but in reality, having this unstructured time helps them develop in ways that a more structured environment like school does not.  

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Topics: growing sales, sales rep motivation, Sales Manager Motivation

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