The Coaching Effect Blog

4 Steps to Manage in a Virtual Office Environment

Posted by Kristi Shoemaker

April 2, 2012

Our friends at Sales Benchmarking Index revealed some interesting data.  In 2011, over 78% of all sales professionals worked virtually over 50% of their time.  The numbers who work 100% virtually is over 38% and growing each year. Sales Managers need to face the facts.  Your field sales people are virtual. No longer can you go into an office and have a face to face interaction daily.  No longer can you rely on the non-verbal communication.  No longer can Sales Managers rely on running into their sales people ‘in the hallway.’

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Topics: sales management research, Employee engagement, technology for the sales process, retaining top talent, ideas for sales leaders

# of Dials to Reach C-Level Customers

Posted by Kristi Shoemaker

April 8, 2011

EcSELL Institute Sales Coaching Summit Session Summary

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Topics: sales management research, Sales Coaching Summit, technology for the sales process, lead generation

Where will your customers be hanging out?

Posted by Kristi Shoemaker

March 2, 2011

Posted by Kristi Shoemaker, EcSELL Institute

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Topics: technology for the sales process, sales channel strategy

2.8 million emails sent every second. A Sales Management challenge!

Posted by Kristi Shoemaker

July 23, 2010

Posted by: Kristi Shoemaker, VP Marketing, EcSELL Institute

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Topics: sales management research, technology for the sales process

Making Sales Performance Analytics Work for You

Posted by Jaime Davis-Thomas

April 5, 2010

posted by Jaime Davis-Thomas 

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Topics: Best Practice, Engagement, sales analytics & performance tracking, technology for the sales process, goals, sales coaching, Leadership & Management, Pillars, coaching, sales performance, 6 Pillars of Sales Productivity

Sales Management, Leadership and Coaching

Posted by Bill Eckstrom

November 18, 2009

 

Sales 2.0--while a strong marketing tagline, it may prove to be just a tagline if those in sales management can't first learn how to build and develop high performing teams.  Technology should enhance already high performing sales teams, but it will not be a substitute for a Sales Manager's inability to properly lead, manage and coach.  Technology does not drive productivity, sales leaders and managers drive productivity! 

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Topics: New Leaders, technology for the sales process, professional development for sales management, Leadership & Management, EcSELL Institute, Sales Management, sales management skills, coaching, professional development, sales management resources

Sales Management and Sales Plans

Posted by Bill Eckstrom

October 28, 2009

    ken eiken

Time to make sure you have all the bases covered for the next year.  Review comp plans, sales processes, technology, etc.  Time to create next year's annual sales plan.

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Topics: Best Practice, sales planning, talent identification & acquistion, compensation recognition rewards, Planning, sales analytics & performance tracking, technology for the sales process, Creativity, professional development for sales management, Leadership & Management, EcSELL Institute, Pillars, Executives, Sales Management, sales management skills, coaching, professional development, sales management resources, sales methodology & sales skills development

Sales Management WEBINAR: “Technology for the 5 Steps of Sales ”

Posted by Kristi Shoemaker

September 14, 2009

Ever wonder how successful high-growth companies incorporate innovative technologies into their sales channel strategy?

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Topics: technology for the sales process, sales management webinar, innovative technology for sales departments, sales channel strategy, professional development for sales management, Announcements

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