The Coaching Effect Blog

The Coaching Effect: Manager Metrics Every Leader Should Be Measuring

Posted by Bill Eckstrom

March 9, 2020

(Adapted from "The Coaching Effect" book.)

If you're a leader you know that "coaching" has always been considered a soft skill, and what differentiates a soft skill from a hard skill is measurability. The way one dresses, their executive presence, social graces, voice intonation, body language, and so on are soft skills because they are not measured nor correlated to performance.

Coaching, however,  no longer fits that definition since it can now be measured and correlated to decreases or increases in performance. For example, when EcSell Institute measures how often a coach does joint work with sales people, how often they have a career discussion, how often they provide feedback, how often they are holding one-to-one meetings, and how effective they are at all those activities, we can then correlate them to performance and draw fact-based conclusions on coaching effectiveness. More on this here

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Topics: Performance Tracking/Analytics, Performance Equation, Assessment Tools, The Coaching Effect, Building Relationships

What Makes Some Managers More Effective Than Others

Posted by Bill Eckstrom

November 21, 2019

Adapted from "The Coaching Effect"

We had many discoveries along the way as we sought to understand what made certain managers, leaders, and coaches more effective than others. These discoveries are the foundation of the coaching methods and best practices that we share in The Coaching Effect,buthereareafewofourmostexcitinginsights:

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Topics: The Coaching Effect

How the Best Leaders, Managers, Coaches, and Teachers Drive Discretionary Effort

Posted by Bill Eckstrom

August 27, 2019

He saw through my juvenile behavior which, according to him, was not masking my ability. And while in his class I was expected to behave like a gentleman, which seemed more achievable to me than getting an “A” on a test. My 8th grade core classes teacher, Mr. Yahnke, saw talent in me that was not only missed by other teachers, but something I certainly didn’t see myself. And as a result, he was about to obtain vast amounts of discretionary effort from me.

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Topics: The Coaching Effect

Announcing the 2019 Coaching Award Winners

Posted by Sarah Wirth

May 1, 2019

One of our favorite parts of the Sales Coaching Summit (now rebranded as The Coaching Effect Summit) is announcing and celebrating our coaching award winners. In sales, there’s lots of recognition of the performance of individual sales people – from internal awards to incentive trips – but little focus is placed on celebrating excellence in sales leadership. Our goal is to change that, so each year we honor companies and people who truly excel, or should I say EcSell, in the coaching and development of sales performers. This year, we celebrated two very deserving winners:

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Topics: The Coaching Effect

“The Coaching Effect” - An Effect Businesses Can No Longer Ignore

Posted by Anna Schott

January 9, 2019

This week we proudly announced the release of our upcoming book, The Coaching Effect, written by EcSell Institute's very own Bill Eckstrom, President and Founder, and Sarah Wirth, VP of Client Services. 

Both authors have spent over a decade researching the activities, behaviors, and performance of leaders. They’ve studied more than 100,000 coaching interactions in the workplace, primarily of sales teams, and have been able to determine how coaching affects team outcomes and growth. 

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Topics: The Coaching Effect

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