The Coaching Effect Blog

Sales team motivation: coach is the role

Posted by Will Kloefkorn

August 12, 2014

Do you think that switching a title could have an impact a sales team’s motivation – say switching from sales manager to sales coach?

I have been lobbying for sales departments to make this change for years. A while back I actually crossed paths with a VP of Sales who made this change a few years back and obviously we quickly became fond of each other. Naturally I was curious about what led him to make that change and his response made perfect sense, to me at least. He said, “I told my team that most everyone can manage, but very few can coach” which I agreed, but asked him to elaborate. To be concise, he went into detail about how in his experience he has found that many sales managers are very good at monitoring and reporting their reps activities and results, but very few of them are actually very good at teaching and coaching their reps how to get better at the activities that lead to favorable results. Very few are actually great at motivating their sales reps to sell more.

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Topics: Motivating Sales Team, sales coaching, sales management resources, sales team motivation

Sales team motivation: sales people can be like children!

Posted by Will Kloefkorn

July 18, 2014

Often times at EcSell Institute coaching summits and on sales calls I will hear senior sales leaders speak to the similarities between parenting and coaching sales people. Sometimes jokes are made at the sales reps expense, but it is light hearted and much to my chagrin generally these leaders are fair with their assessments. At times, sales people can be like children, and this includes me as well. I was reminded of this point recently when I was doing some reading from my late grandfather, who was quite literally, the smartest and most profound person I have ever spent time with; he was also a college professor, the Nebraska State Poet, teacher of thousands of elementary schools students, and father of four children. During one of his interviews right before he passed, he was asked a question that very much applies to sales team motivation and how sales managers can motivate their sales people.

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Topics: Motivating Sales Team, sales team motivation, sales coaching methodology

Sales Coaching: Mindset Number 4 of Superstar Coaches

Posted by Sherri Daubert

June 19, 2014

Mindset Number 5,  last week showed us that superstar coaches are able to hold 2 or more agendas in their minds at all time.    All their interactions take place with the focus on the other person’s goals versus theirs.    Here then according to Lisa Earle McLeod  is Mindset Number 4.


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Topics: Sales Coaching Summit, sales leadership conference, sales team motivation

Sales motivation: The Power of Losing

Posted by Will Kloefkorn

May 26, 2014

Sometimes when you lose you actually win. A statement that is very counterintuitive, but when it comes to sales and sales coaching it can be very valuable to learn. In my last blog I spoke about the importance of complexity, the concept of pushing sales people outside of their comfort zone to achieve higher levels of performance.

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Topics: sales management research, Sales Management Summit, sales management resources, sales team motivation

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