The Coaching Effect Blog

The Coaching Effect Blog

    Think for a moment about the amount of training and development that your organization provides sales people.  Now think about how much is provided to the sales leadership team.  My guess is you will find about a 10:1 ratio of time in favor of sales people—a sad reflection of how organizations...
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    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020 Job candidates make a lot of mistakes in interviews. That's bad, at least for a sales person hoping to get hired, but what's much worse is when you, as the interviewer, make one of the following seven...
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    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020 Dave Kurlan, president of Objective Management Group, was a featured presenter at our Spring Summit. Dave continues to pioneer the sales assessment industry and provided EcSell Institute clients with...
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    When asked which of the EcSell Institute’s 6 Pillars is most critical to sales team success, 97% of executive sales managers from across the country indicate the Identification and Acquisition of Talent as “extremely important” or “important”.  No big surprise.
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