The Coaching Effect Blog

The Coaching Effect Blog

    EcSELL Institute recently published a white paper on the key role that coaching from their sales managers plays in creating motivation in sales reps.  In this paper, our research shows an extremely high correlation between reps being more motivated to achieve their sales goals when they feel...

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    Productivity is output for a given input of labor.  Except for a few pauses caused by recessions, productivity in the United States has risen relentlessly. What would happen in your organization if sales productivity rose by 10%? John Dieseth of Business Performance Group spoke to the EcSELL...

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    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020

    Our friend and partner, Dave Kurlan of Objective Management Group, does extensive research on what it means to be a top sales person. He has identified seven selling weaknesses that cause salespeople to...

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