Sales Coaching Blog

Sales managers - slow down to speed up

Posted by Will Kloefkorn

October 17, 2012

If you ask 100 sales managers if they are busy, 100 of them will answer with a resounding yes! So what advice should sales managers consider to help them with this challenge? SLOW DOWN! That advice may seem counterintuitive, but it was supported wonderfully by the research of Dr. Clinton Longenecker. Dr. Longenecker is the Stranahan Profesor of Leadership and Organizational Excellence in the College of Business and Innovation at The University of Toledo. This morning he captivated the EcSELL Institute audience by sharing stories, research, and best practices about how to slow your day down in order to stop neglecting the important activities that are required to drive results.

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Topics: Leadership & Management, Best Practice, collaboration, Wisdom, Accountability Coaching, sales coaching, Sales Coaching Summit

Leadership Lessons from Medal of Honor Recipients

Posted by Kristi Shoemaker

August 3, 2011

 Lisa Petrilli (@LisaPetrilli), CEO of C-Level Strategies shared a blog post  about her experience listening to speeches by two Congressional Medal of Honor recipients, retired U.S. Navy Petty Officer Michael Thornton and retired U.S. Army Corporal Rodolfo Hernandez.   Below are a few quotes from these two gentlemen. 

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Topics: Leadership & Management, Wisdom, sales leadership

What is an EXTRAORDINARY Sales Coach? Fun exercise.

Posted by Kristi Shoemaker

April 7, 2011

100+ EVP of Sales and their sales management teams joined EcSELL Institute on a sales coaching journey at the spring Sales Coaching Summit in Scottsdale, AZ this week. 

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Topics: Wisdom, sales coaching, Sales Coaching Summit

Daniel Pink on "The Surprising Science of Motivation"

Posted by Jaime Davis-Thomas

October 25, 2010

Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don't: Traditional rewards aren't always as effective as we think. Listen for illuminating stories -- and maybe, a way forward. Source: http://www.ted.com on YouTube
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Topics: Planning, sales management skills, Engagement, Strengths, coaching, Wisdom, sales planning, compensation recognition rewards, goals, sales coaching, Resources for sales managers, sales management research

5 Fundamental Attributes of Effective, Happy Sales Leaders

Posted by Jaime Davis-Thomas

October 6, 2010

5 Fundamental Attributes of Effective, Happy Sales Leaders

By Jaime Davis-Thomas, Director of Research & Publications, EcSELL Institute

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Topics: sales management webinar, Research, Leadership & Management, collaboration, Engagement, Strengths, Wisdom, EcSELL Institute Partner, ROI, sales results, Accountability Coaching, Emotional Intelligence

3 Most Important Words for Sales Success

Posted by Jaime Davis-Thomas

August 24, 2010

3 Most Important Words for Sales Success

Guest Author, Paul McCord

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Topics: Planning, Sales Management, Wisdom, sales planning, sales performance, sales producer, time management, sales results

2 Most Important Keys to Effective Leadership

Posted by Jaime Davis-Thomas

July 28, 2010

by Jaime Davis-Thomas, Director of Research & Publications, EcSELL Institute

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Topics: Leadership & Management, Wisdom, New Leaders, sales team

Nerd Alert! Browsing for Sales & Business Books

Posted by Jaime Davis-Thomas

February 25, 2010

by Chief EcSELL Institute Nerd, Jaime Davis-Thomas :)

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Topics: EcSELL Institute, Peer Network, Wisdom, sales management books, Resources for sales managers

Time to Think About Sales Compensation Plans

Posted by Bill Eckstrom

November 4, 2009

Sales compensation programming seems to be on everybody's mind this time of year, and for good reason.  Your upcoming plans should be in the final stages.

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Topics: EcSELL Institute, Pillars, Sales Management, Best Practice, sales management resources, sales management skills, Wisdom, sales planning, compensation recognition rewards

Research Focus: Compensation, Recognition & Rewards

Posted by Jaime Davis-Thomas

November 3, 2009

Each month, the EcSELL Institute Research & Publications Team focuses on one of the 6 Pillars of Sales Managment. You'll see a concentrated effort to bring our sales management professionals resources and information related to each of them. This time around, we're focusing on Sales Compensation, Recognition & Rewards.

At EcSELL Institute, we believe sales compensation is one of the drivers of sales productivity. Many research studies have demonstrated the impact that a well-designed compensation and rewards program can have on the productivity of workers, including sales professionals.

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Topics: EcSELL Institute, Pillars, Leadership & Management, Sales mgt summit, sales leadership conference, Sales Management, collaboration, sales management skills, Engagement, collaboration, Wisdom, compensation recognition rewards

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