The Coaching Effect Blog

Sales Coaching: Quality and Consistency

Posted by Will Kloefkorn

March 20, 2015

Perhaps it’s so easy it’s hard. That is the only reason I can think of when considering why sales departments do almost nothing to measure and analyze the consistency and quality of coaching that is occurring in their organizations. Or perhaps I’m not giving the EcSell Institute enough credit, but that is not the point of this post. The point of this message is to focus on looking at sales performance through a different lens to challenge the status quo.

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Topics: sales training, sales coaching, sales management training, sales coaching training

Sales Management Training: Is it failing you?

Posted by Sherri Daubert

December 18, 2014

Between 85% and 90% of sales training has absolutely NO lasting impact after 120 days.   So a cool 4.25 billion dollars simply being thrown away and it happens year after year.   Why?

Training can be disappointing when months down the road, results return to the same place they have always been.  Sales people are blamed for being highly motivated and energized in the beginning but not being able to sustain that level of momentum.    However, maybe it isn’t about salespeople at all.    Maybe ( gulp) it really is about you, the manager, coach and leader.  

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Topics: Sales manager training, sales training, ROI, coaching sales reps, sales coaching, coaching, sales management training, five high pay activities

Back to the Basics: The Importance of Coaching to the Sales Process

Posted by Sarah Wirth

March 14, 2013

My 8-year-old, Miles, is on a traveling baseball team and this Spring they are selling raffle tickets to raise money for their uniforms, tournament entry fees and other expenses.  My husband, always in his “Sales VP” mode, decided this was a great opportunity to develop what he is sure is our son’s budding potential as a future sales superstar.  Excited about his plan, I listened in as he coached Miles through each step in the sales process.

First, Miles had to identify his target market.  Like any astute kid, Miles knew right away who was likely to most easily part with their money for him – his big collection of grandparents!  After he had identified his prospects, Miles’ next step was to create his sales script.  My husband helped him think through what he wanted to say about his purpose and the benefits of what he was selling.  Next, Miles did a little role play with me and I had to laugh when he finished his pitch by saying “How many raffle tickets can I put you down for?”  Miles took my laughter as him doing something wrong, so I reassured him that I really liked how he assumed the sale, rather than asking for it.  Finally, Miles practiced his upsell by letting me know that I could increase my chances of willing by purchasing another ticket, which also drew a chuckle from me, but one which I quickly stifled so he wouldn’t think he was doing something wrong.

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Topics: sales training, collaborative leadership, Sales Coaching Model, sales processes, Leadership Development, sales coaching

Buying Process Demystified For Your Sales Team

Posted by Kristi Shoemaker

February 7, 2011

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: sales training, front line sales managers, sales processes, sales coaching

Research Focus: Professional Development in Sales

Posted by Jaime Davis-Thomas

July 8, 2010

By J Davis-Thomas, Research & Publications  

Each month, the EcSELL Institute Research & Publications Team focuses on one of the 6 Pillars of Sales Managment. This time, we're focusing on Professional Development in Sales.

At EcSELL Institute, we know professional development in sales -- management's ability to meet the individual reps' needs related to their own careers -- is one of the drivers of sales productivity. In fact, according to our survey of Sales Managers, 91% of sales managers polled believed that Professional Development strongly impacted the productivity of a sales team. 

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Topics: sales training, Career Development, sales management research, Research, sales coaching, Pillars, professional development, assessment tools, 6 Pillars of Sales Productivity, time management, sales methodology & sales skills development

Learnin' to Fly, But I Ain't Got Wings

Posted by Jaime Davis-Thomas

June 10, 2010

Research Focus: Sales Methodology & Sales Skills Development by Jaime Davis-Thomas, EcSELL Institute Resident Nerd 

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Topics: sales training, Research, EcSELL Institute, Pillars, Sales Management, 6 Pillars of Sales Productivity, sales methodology & sales skills development

A strong value proposition when selling to executives

Posted by Kristi Shoemaker

March 26, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: sales training, Value Proposition, CEO, Executives, Resources for sales managers

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