The Coaching Effect Blog

Sales Coaching Has Arrived . . . for some.

Posted by Will Kloefkorn

June 10, 2015

“The Times They Are a-Changin’” Bob Dylan wrote in 1964.

For sales management, this is a great thing. On more than one occasion in the past month I have heard Senior Sale Executives have an epiphany. Yes, when you have been involved in phone sales for more than a decade you can hear an epiphany. This particular one sounded like a gasp you take at the end of a long day, mixed with a stout punch to the gut. The light bulb has come on!

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Topics: Sales Strategy, sales coaching, Sales Management, Coaching measured

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 Managers--roadblock or on-ramp for strategy and growth?

Posted by Bill Eckstrom

December 9, 2011

EcSELL is currently going through our semi-annual retreat.  Goals are reviewed, tweaks are made, a deeper understanding of our member and associate needs is causing change.  We spend three, half days where our team shares where they’ve been (themselves and their departments), where they’re at, but most importantly, where they want to be professionally and personally.

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Topics: collaborative leadership, Leadership Culture, sales meetings, Sales Strategy, sales coaching, Leadership & Management, Executives, collaboration, ideas for sales leaders

Research Reveals Secrets to Selling to Senior Executives

Posted by Kristi Shoemaker

July 11, 2011

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Topics: Best Practice, EcSELL Institute Partner, c-level, Sales Strategy, sales methodology & sales skills development

Survey Shows Why 1 in 5 Lose a Sale

Posted by Kristi Shoemaker

May 25, 2011

We found this article was written by Jason Hensel for One+ Magazine and thought this information on sales strategy was important to share with you.

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Topics: sales management research, Sales Strategy, Sales Management, sales methodology & sales skills development

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