The Coaching Effect Blog

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

Sales Coaching: Another Reason It Matters

Posted by Stacia Jorgensen

March 23, 2016

This past month, I learned a valuable lesson. It’s quite a simple lesson. It’s so simple, in fact, that I think its sheer simplicity makes it easy to overlook.

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Topics: sales manager, sales leader, coaching sales reps, sales coaching, sales rep peformance

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

Sales Reps Recruiting: Looking for the Right Personality Traits

Posted by Chuck Smith

February 9, 2015

By Chuck Smith, President of New Hire

It’s a never-ending debate and a never-ending topic of interest. Who are the best Sales Reps and what characteristics do they share?

I believe that “pleasant persistence” should be a key behavior characteristic in the Sales Reps we hire. How do I define this trait? It is a willingness to engage in repeated interactions with many, many people in a way that communicates that the Sales Rep simultaneously values the prospect’s time and values the product/service the Sales Rep is selling.

This stance contradicts certain conventional wisdom. Many people believe that the best sales people are aggressive and extroverted, often called “Hunters” who eat what they kill. This makes the prospect “game!”

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Topics: sales rep peformance, behavior assessments

Sales Performance: There really is a magic bullet!

Posted by Sherri Daubert

September 11, 2014


Definition of magic bullet: A remedy, especially an undiscovered or hypothetical one, with wonderful or highly specific properties.   

 Does it seem sometimes in sales management that it would be nice to have a magic bullet for the sales performance of your reps?    You know the one quick answer or strategy that you could apply to everyone in your organization and always get consistent results?  Here at EcSell, we understand the way effective sales leaders coach should be unique to every individual on their team.   Still, there are certain human traits like goodness, that when condensed down to a single bullet point could have predictable results and yes be applied to likely each and every single member of your team.

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Topics: sales tools, sales rep peformance, coaching

Sales Performance: Surprise! There is a magic bullet....

Posted by Sherri Daubert

February 27, 2014


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Topics: coaching effectively, sales team performance, sales rep peformance

Do more and meet less

Posted by Sarah Wirth

October 10, 2013

“Work expands so as to fill the time available for its completion.”  This adage was first
written by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take
– but one that is profound when you consider how true it is.  And I don’t think that there is any activity where Parkinson’s Law is more evident than business meetings. 

We all know the grind of having a calendar full of meetings.  There are so many important things on our to do lists – coaching our reps, responding to customer needs, putting together plans to grow our sales, etc. – that the last thing many of us want to do is sit through yet another hour long meeting.  Typically, that’s not because the information shared or things  discussed in business meeting are unimportant.  On the contrary, the content shared is typically very relevant to us and our work.  No, what frustrates us and makes us dread the meeting is that we also know that much of the time will be wasted on unnecessary discussions, debates and redundant information. Meetings per se are not bad, but how they are conducted often is.

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Topics: Best Practice, New Leaders, Planning, sales leadership, Motivating Sales Team, Performance Review, Motivation, Teamwork, one on one meetings, Adaptive Leadership, Success, sales rep peformance, Leadership & Management, collaboration, professional development, assessment tools, top performing sales organizations, time management

Want to motivate your reps to perform? Just listen to them

Posted by Sarah Wirth

August 28, 2013

At EcSell Institute, we are constantly focused on learning more about the activities sales managers should be doing to better lead, coach and manage their reps.  Our members are facing numerous competing priorities, so figuring out which sales management activities have the biggest impact on the performance of their sales teams is essential.  To this end, we have been examining our Through the Eyes of the Rep survey results to understand the management activities with the highest correlation to reps’ motivation to sell more.

In examining correlations to increased sales rep motivation, we found three sales management activities with the biggest impact:  (1) effective one-to-one meetings between reps and their managers, (2) managers’ coaching of their reps’ selling skills, and (3) managers helping their reps reach their career goals.  In addition to these three sales management activities, we also found another important and surprisingly simple thing that sales managers can do to increase the motivation of their sales reps:  listen to them.  Listen to their ideas.  Listen to their concerns.  Listen to their goals.  Listen to their input.  Just listen.

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Topics: Engagement, Motivating Sales Team, Motivation, Discretionary Effort, sales coaching, sales rep peformance, coaching

Recognition Ideas: Some of the Best Things in Life are Free

Posted by Sarah Wirth

May 30, 2013

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Topics: compensation recognition rewards, sales manager coaching, recognition ideas for sales leaders, sales rep peformance, ideas for sales leaders

Developing Top Salespeople: Can Nurture Overcome Nature?

Posted by Sarah Wirth

May 9, 2013

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Topics: Leadership Culture, Motivation, sales team development, sales coaching, sales rep peformance, professional development for sales management

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