The Coaching Effect Blog

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,

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

Sales Managers - the "soft" stuff is the hard stuff

Posted by Will Kloefkorn

May 15, 2013

If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need?

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Topics: Discretionary Effort, ROI, front line sales managers, sales team performance, sales coaching, Leadership & Management, Sales Management, coaching

Another Sales Management Challenge

Posted by Bill Eckstrom

September 27, 2012

Every sales department wants to grow sales, but too often sales leaders attempt to increase performance by only asking reps to sell more.  Can reps do this?  Of course, but if sales leaders learned how to coach, lead and manage with greater efficiency and effectiveness, the results would have a more immediate and long term positive impact.

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

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