Sales Coaching Blog

Why Your Selling Strengths are Your Coaching Weaknesses

Posted by Sarah Wirth

December 9, 2015

Think back to your time of being a sales rep.  At what aspects of the selling process did you really excel?  Was it figuring out a customer’s needs?  Was it knowing when to push or when to back off?  Perhaps it was your tenacious and consistent follow-up with prospects?  Every successful rep has different aspects of the selling process at which they are best and for most people, the areas where they excel came naturally to them.

The great thing about be a natural at something is that it’s easy for you.  But the downside is that it’s often hard to explain what it is you do that makes you so effective.  Consider again what you did naturally well as a rep.  If somebody asked you to explain why you were so good at that particular aspect of selling, could you detail out step-by-step what made you effective?  If you’re like most people, you’d would probably say, “I don’t know, it’s just how I do it.” 

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Topics: sales coaching, coaching, Strengths

Sales Coaching and Parenting: Dont Miss the Gold With Either

Posted by Bill Eckstrom

September 16, 2012

I naively figured they would have the same interests as me.  My children would want to stay active with athletic activities year around.  Football, basketball, baseball during the appropriate seasons for my son; if I had a girl (I ended up with two) she would want to dance and if sports minded, basketball, softball and volleyball would get the call. 

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Topics: sales management research, sales leadership, goals, mentoring, Motivation, Accountability Coaching, Sales Manager Tips, Leadership Development, sales tools, poor performing sales reps, sales rep peformance, professional development for sales management, Sales Management, coaching, professional development, sales performance, top performing sales organizations, Strengths

Daniel Pink on "The Surprising Science of Motivation"

Posted by Jaime Davis-Thomas

October 25, 2010

Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don't: Traditional rewards aren't always as effective as we think. Listen for illuminating stories -- and maybe, a way forward. Source: http://www.ted.com on YouTube
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Topics: sales planning, sales management research, compensation recognition rewards, Engagement, Planning, goals, sales coaching, sales management skills, coaching, Wisdom, Resources for sales managers, Strengths

5 Fundamental Attributes of Effective, Happy Sales Leaders

Posted by Jaime Davis-Thomas

October 6, 2010

5 Fundamental Attributes of Effective, Happy Sales Leaders

By Jaime Davis-Thomas, Director of Research & Publications, EcSELL Institute

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Topics: EcSELL Institute Partner, Engagement, sales results, Emotional Intelligence, Research, Accountability Coaching, sales management webinar, ROI, Leadership & Management, collaboration, Wisdom, Strengths

Archimedes and Today’s Sales Leader

Posted by Bill Eckstrom

August 12, 2010

Archimedes and Today’s Sales Leader

Posted by Ken Eiken, Advisory Council Member of the EcSell Institute

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Topics: New Leaders, sales leadership, goals, Peer Network, sales coaching, professional development, Strengths

Preparing A Sales Team to Win the Gold!

Posted by Bill Eckstrom

February 21, 2010

Posted by Ken Eiken, Advisory Council Member of the EcSELL Institute  

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Topics: Best Practice, Career Development, Engagement, Teamwork, sales coaching, Leadership & Management, Sales Management, coaching, professional development, Strengths

Sales Manager Conference—What is your excuse?

Posted by Bill Eckstrom

February 14, 2010

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Topics: New Leaders, Career Development, Engagement, Research, Sales Management Summit, sales coaching, professional development for sales management, Leadership & Management, Announcements, EcSELL Institute, Sales Management, sales management skills, coaching, sales leadership conference, professional development, sales management resources, sales management books, Strengths

Sales Coaching in the Field: Customer Visit "Ride Alongs"

Posted by Bill Eckstrom

February 12, 2010

Guest Blog by Ken Eiken, Advisory Council Member of the EcSell Institute 

One of my favorite activities as a sales leader (second only to writing commission checks) is visiting customers with members of my team. Getting out in the field is an excellent time to build relationships with your employees, help them improve their skills AND get valuable "face to face" time with customers.

Too often, we get trapped in the office and all of the activities that come with it - meetings, report writing, etc. So getting out on the road is ALWAYS a welcome event!  Today, I want to present some thoughts on how to use Customer Visit "Ride Alongs" as a coaching tool you can use with your team members.  As usual, I welcome your thoughts and best practices! 

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Topics: Best Practice, Career Development, Engagement, Teamwork, sales coaching, Leadership & Management, Sales Management, sales management skills, coaching, professional development, sales performance, Strengths

Identifying Sales Department Talent

Posted by Bill Eckstrom

January 28, 2010

eckstrom 

Posted by Bill Eckstrom, President, EcSELL Institute 

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Topics: Best Practice, sales planning, talent identification & acquistion, Research, EcSELL Institute, sales performance, Strengths

Sales Management Leadership Comparisons: I lost my example...

Posted by Bill Eckstrom

January 6, 2010

 

It was disheartening to hear as it all unraveled.  A person who I've blogged about, oft used in my analogies for those in sales leadership, a role model for all who work to be the best at their respective trade-has really biffed.

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Topics: Best Practice, New Leaders, Sales Management Summit, professional development for sales management, Leadership & Management, EcSELL Institute, Executives, Sales Management, sales management skills, coaching, sales leadership conference, professional development, Sales mgt summit, Strengths

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