Sales Coaching Blog

Sales Manager Training: 4 Critical Elements to Performance

Posted by Kerstin Olson

October 31, 2013

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 treat their sales leadership. 

Sales people are not more critical than sales leaders and they certainly don’t have greater developmental needs.  Actually, I could argue, with supporting research that there is a bigger performance gap to close teaching sales managers how to coach versus teaching sales people how to sell. 

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Topics: Best Practice, coaching, talent identification & acquisition, executive sales management, top performing sales organizations, sales manager coaching, Sales manager training

Do more and meet less

Posted by Sarah Wirth

October 10, 2013

“Work expands so as to fill the time available for its completion.”  This adage was first
written by Cyril Northcote Parkinson in a 1955 essay, so it has come to be known as Parkinson’s Law.  It’s a relatively simple concept – that work will take as long as you allow it to take
– but one that is profound when you consider how true it is.  And I don’t think that there is any activity where Parkinson’s Law is more evident than business meetings. 

We all know the grind of having a calendar full of meetings.  There are so many important things on our to do lists – coaching our reps, responding to customer needs, putting together plans to grow our sales, etc. – that the last thing many of us want to do is sit through yet another hour long meeting.  Typically, that’s not because the information shared or things  discussed in business meeting are unimportant.  On the contrary, the content shared is typically very relevant to us and our work.  No, what frustrates us and makes us dread the meeting is that we also know that much of the time will be wasted on unnecessary discussions, debates and redundant information. Meetings per se are not bad, but how they are conducted often is.

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Topics: Planning, Leadership & Management, Best Practice, collaboration, Teamwork, New Leaders, professional development, sales leadership, Motivation, one on one meetings, Motivating Sales Team, sales rep peformance, assessment tools, Performance Review, top performing sales organizations, Adaptive Leadership, time management, Success

To grow or not to grow ... bigger

Posted by Will Kloefkorn

February 27, 2013

Roughly every third week I have been blogging about what I am hearing from sales leaders across the Country and today that steak continues. Ask yourself the following question; would you rather grow at 10% or 20% this year? Ok, that answer is obvious so let’s take that question a step further. What if in order to grow at 20% this year you had to put a guaranteed 10% yearly growth at risk? Would you still opt to shoot for the 20% or would you be content to settle for the 10% growth knowing that you were not maximizing your team’s performance.  I pose this question as hypothetical, but the reality is that this is a real question that sales leaders are asking themselves every day. Finding the answer is causing an inner struggle that taking place in the pits of countless executive sales managers’ stomachs on a daily basis.

 

Here is the challenge that is taking place. Most sales organizations across the board have done a decent job of bringing a good deal of order to their sales team, especially at the sales rep level. Most sales managers can recite with pretty decent accuracy the actions and high payoff activities that their reps need to execute against in order to hit a projected level of growth - say 10%. So, executive sales leaders know that if they can have their frontline sales managers simply hold their producers accountable to a certain level of activity they should be able to stay the course and achieve their growth targets. On the surface this is great news right? It is, however most executive sales leaders know that if their frontline managers were able to more effectively coach, lead, and engage their teams that they could achieve even higher levels of performance than say simply reporting on the numbers, helping them reactively solve problems, making sure compliance is in order, and maybe worst of all being super sales people – more aptly put they doing all the fishing and never teach the reps how to fish.

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Topics: Resources for sales managers, front line sales managers, Accountability Coaching, executive sales management, ideas for sales leaders, sales coaching, Leadership Culture, top performing sales organizations, Leadership Development

Very Random Questions for Sales Managers

Posted by Bill Eckstrom

December 6, 2012

Too many early mornings and late nights are causing me to think about so many things.  Some very pertinent to what we do with our members and the performance of sales teams, but others are very random.  Feel free to add to the list or answer some of these timeless questions.

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Topics: professional development for sales management, EcSELL Institute, Leadership & Management, front line sales managers, sales team, executive sales management, sales coaching, top performing sales organizations, Leadership Development

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

6 Dimensions of a Trusted Advisor Relationship.

Posted by Kristi Shoemaker

April 12, 2012

Tom Cates, President of Brookeside Group, was a featured instructor at our spring Sales Coaching Summit in Austin, TX. In today's competitive landscape, organizations that understand how to become a trusted advisor, in the eyes of their customers, will win. The financial benefits are considerable. Here are the highlights from his Summit session.

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Topics: sales processes, Sales Coaching Summit, sales rep peformance, top performing sales organizations

Pause, Listen, Reflect, Learn. Do You?

Posted by Kristi Shoemaker

May 9, 2011

Today we are sharing a blog post from The Competitive Edge written by our wonderful Pillar Partner Patrick Sweeney of Caliper Corp.  Patrick spoke at our Fall 2010 Sales Coaching Summit and has been a feature instructor for our monthly sales management webinar series.  His message speaks volumes about the importance of continuous growth and development for you and your sales management team.

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Topics: professional development for sales management, Leadership & Management, EcSELL Institute Partner, top performing sales organizations, sales leadership best practices, executive sales management

Acquiring Tops Sales Talent by HOPE or PLAN. Learn the difference!

Posted by Bill Eckstrom

January 31, 2011

Posted by Bill Eckstrom, Founder and President, EcSELL Institute

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Topics: talent identification & acquistion, executive sales management, sales coaching, top performing sales organizations, 6 Pillars of Sales Productivity

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