The Coaching Effect Blog

Sales Management Training: Resolutions? 12 Characteristics of a Bad Boss

Posted by Sherri Daubert

January 1, 2015

In the spirit of a new year and new resolutions we bring to you an article from  Mike Myat Chief Strategy Officer of N2growth, on how to spot ineffective leaders. In a former post by Kristi Shoemaker,  Mike points out a few things that should be obvious, but apparently aren’t. Read the full article "12 Ways To Spot Ineffective Leadership" and resolve to be a much better leader than this.

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Topics: Sales Management, sales team coaching,, sales management training

Sales Coaching: The Dirty Little Secret about Sales Coaching.

Posted by Sherri Daubert

November 21, 2014

120110_Daubert002bwRecently we introduced our sales coaching cloud technology known as ONE-UP. This technology was developed solely as a tool for our members when, as with so many solutions, there came a total moment of clarity created by need. While in conversation with a member who is an EVP, and asked what percent of time his managers spent in coaching, and focusing on high pay off activities, his response was “ I simply don’t know.” But he continued, “While I would like to think that my managers are spending the majority of their time doing the things that will make the difference and move the needle for their teams, literally I cannot tell you.” This was eye opening for us, because while we teach and train that nothing impacts performance more than coaching, and we know the activities and behaviors that need to happen to increase sales, we had not given them an easy way to measure that.

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Topics: Sales manager training, coaching effectively, executive sales management, Sales Manager Tips, Sales Coaching Model, sales manager, sales team coaching,

Sales Coaching: A Tale of a Savvy Sales VP

Posted by Sherri Daubert

November 6, 2014


Once upon a time, a savvy sales VP decided she wanted to improve her sales team performance by instilling a company culture of coaching.        A great coach surely would get her people all the latest and very best in sales methodology so she enlisted the aid of the finest sales trainers and consultants in all the land.   They trained, they learned, and the savvy sales VP even went so far as to get an app, where she and subsequently her managers could do on demand coaching with her people through their smart phones.    Very efficient, very techy and very cool.  

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Topics: coaching effectively, executive sales management, innovative technology for sales departments, company culture, women in sales management, coaching sales people, sales coaching, Leadership & Management, coaching, sales team coaching,

Sales Coaching: 8 Qualities of a Great Sales Manager and Coach

Posted by Sherri Daubert

August 28, 2014

We all remember sales managers along our career path.     Some were good, some bad and even a few were memorable.    But how many over your lifetime actually fell in the category of being a mentor coach?    The one or ones that actually made a difference in where you are today.  

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Topics: coaching effectively, coaching sales people, coaching, sales team coaching,, sales coaching methodology, sales coaching mindset

What Does It Mean to Be a Sales Coach?

Posted by Sarah Wirth

August 6, 2014

Sarah-Wirth_2014_sOver the last few years, “coaching” has become more and more of a buzzword in the sales management community. As popular concepts of leadership continue to move away from a more authoritative model, many thought leaders espouse the idea of managers acting more like coaches than traditional managers. But what does this term “coaching” really mean and, more importantly, what should coaching look like to really impact the performance of a sales team?

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Topics: coaching sales people, sales team coaching,

Sales Leaders: Your Team is Perfectly Coached for the Results They Produce

Posted by Bill Eckstrom

June 18, 2014

Bill_Eckstrom_Headshot_2014_sSometime back I put together this chart in order to make a point to sales leaders. I plotted the national defensive ranking of a major collegiate football team over a 15 year period.  The measurement is “total defense national ranking" at the end of season.  Put another way, the chart shows how this specific defense ranked versus the other approx. 132 division I football programs.  And, while this graph shows a disturbing trend, here is what you need to know; a new defensive coordinator was hired prior to each season signified by the number in red: 



   1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009

     4       13      12       5        8       4       26      8        55     11      56     26       56    114     55     7

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Topics: sales leadership, sales team performance, sales team coaching,

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