Sales Coaching Blog

Coaching: The Undervalued Discipline

Posted by Kerstin Olson

November 28, 2012

EcSELL Institute recently published a white paper on the key role that coaching from their sales managers plays in creating motivation in sales reps (see the white paper here: http://spps.community.ecsellinstitute.com/Docs/Documents/TTEOTR%20on%20Motivation-NonMembers%2010%208%2012.pdf).  In this paper, our research shows an extremely high correlation between reps being more motivated to achieve their sales goals when they feel their manager is effective at coaching them to the sales process.  However, our research also shows that sales reps don’t rate the ability to coach as one of the most important skills for their manager to possess.  So why is there a disconnect?  Why do reps not place much value on coaching from their manager even though it is so important to their success?

One of the most likely reasons is that many reps have not received effective enough coaching from their managers to understand how valuable good coaching really can be.  Indeed, our research shows that when reps are asked to rate their managers’ skillsets in areas like leadership, product knowledge, industry knowledge, providing recognition, etc., the manager’s ability to coach the rep receives the very lowest ratings of any skillset.  Simply stated, reps don’t realize the value of coaching because their sales managers aren’t making coaching valuable.

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Topics: sales methodology & sales skills development, sales territory planning, Accountability Coaching, sales coaching

How to Calcuate Market Size and Sales Team Size

Posted by Kristi Shoemaker

June 28, 2010

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Topics: Leadership & Management, Best Practice, sales planning, sales territory planning, sales producer, sales team

8 indicators that your sales territories are not aligned fairly

Posted by Kristi Shoemaker

December 17, 2009

If you missed our December 14 Sales Management Webinar, all I can say is "I am sorry".  Ken Kramer of TerrAlignand Bill Eckstrom of EcSELL Institute provided some of the most valuable information on the topic of sales territory alignment. There is a scientific way to establish equitable territories for your sales team. One of my biggest take-aways was this:

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Topics: Planning, sales territory planning

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