The Coaching Effect Blog

The Coaching Effect Blog

    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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    In a recent report, CSO Insights revealed some telling statistics that relate to the sales management function. More than 90% of companies have raised revenue targets – in many cases by over 25%.  This requires sales reps to be fully engaged in the extra effort that it will take to make successful...
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    With the DOW falling, consumer confidence dropping to the lowest level since 2009, and growing fears of a double dip recession, it’s more important than ever for EVP Sales to assess every role in their sales organizations. Each sales position must be laser focused on revenue production so that you...
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    Editor's Note: This post has been updated for accuracy and comprehensiveness on May 15, 2020 Hiring the right sales person is critical. Done well, sales managers are able to focus their time and energy on development and coaching. Done poorly, you spend time dealing with problems. John Dieseth of...
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