The Coaching Effect Blog

Sales Coaching: A Tale of a Savvy Sales VP

Posted by Sherri Daubert

November 6, 2014

 

Once upon a time, a savvy sales VP decided she wanted to improve her sales team performance by instilling a company culture of coaching.        A great coach surely would get her people all the latest and very best in sales methodology so she enlisted the aid of the finest sales trainers and consultants in all the land.   They trained, they learned, and the savvy sales VP even went so far as to get an app, where she and subsequently her managers could do on demand coaching with her people through their smart phones.    Very efficient, very techy and very cool.  

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Topics: coaching effectively, executive sales management, innovative technology for sales departments, company culture, women in sales management, coaching sales people, sales coaching, Leadership & Management, coaching, sales team coaching,

5 Silent Career Killers Of Women Leaders

Posted by Kristi Shoemaker

April 18, 2012

A recent post on the Harvard Business Review (HBR) explores certain behaviors of women that can hold them back in the professional arena. The article cites studies which show that only half of women display high self-confidence while the other half admit to feelings of self-doubt regarding their performance. As a result of this self-doubt and reduced confidence, women can end up inadvertently sabotaging themselves.  Today's guest blog post comes from Lauren Carlson who is a CRM Analyst at Software Advice.

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Topics: women in sales management

Woman Power Part 2: Women leaders are transforming the face of business

Posted by Kristi Shoemaker

February 29, 2012

In part one of this two part series, I shared four pieces of research, from an article published by Bizshifts-Trends that demonstrate the positive impact of women's leadership styles. In part two we share the rest of the research that proves women leaders are making a postive impact.

In the articleWhy Women Leaders Need Self-Confidence Leslie Pratch writes:

"I headed research at the University of Chicago investigating the longer-term personality predictors of leadership. Among the relationships examined were those among gender; coping and motivation, in the evaluation of leadership effectiveness.

Among the particularly striking findings of this research were the differences between men and women on measures of active coping. If you are interested in the conceptual and empirical approach underlying the research, an academic article reporting the findings can be found here. In a nutshell, we took measures of coping, motivation, and intelligence at the beginning of the study. At the end of the study, we assessed the ability of these measures to predict leadership effectiveness as evaluated by peers, superiors, and subordinates.

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Topics: women in sales management

Woman Power Part 1: Research Says Women Leaders Add Something Extra

Posted by Kristi Shoemaker

February 27, 2012

Women leaders are transforming the face of business and society, moving into leadership roles as business owners and corporation executives. The business case for gender diversity is tangible and straightforward, and it is a platform that should resonate with all executives.  This series of research was published by by Bizshifts-Trends which is company that provides a framework for thinking about business change, process for deployment, and methods for sustaining change.  A study titled “The Bottom Line: Connecting Corporate Performance and Gender Diversity” by Catalyst, examined 353 Fortune 500 companies and proved the correlation between increased gender diversity at the highest levels and improved financial performance. The findings assert that “the group of companies with the highest representation of women on their top management teams experienced better financial performance than the group of companies with the lowest women’s representation”, with a 35.1% higher ‘Return on Equity’ (ROE) and 34% higher ‘Total Return to Shareholders’ (TRS).

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Topics: women in sales management

Women Make A Team Smarter According to this Research

Posted by Kristi Shoemaker

August 15, 2011

Sales is typically thought of as a mans world.  Harvard Business Review recently published the results of a research project that indicates that women really do make a difference. It was developed by Anita Woolley (awoolley@cmu.edu), assistant professor of organizational behavior and theory at Carnegie Mellon University and Thomas Malone (malone@mit.edu), the Patrick J. McGovern Professor of Management at the MIT Sloan School of Management and the founding director of the MIT Center for Collective Intelligence.

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Topics: women in sales management

Managing Vibrant Boomer Women

Posted by Kristi Shoemaker

July 6, 2011

We found this interesting article in Sales and Marketing Management Magazine, written by Stephen Reily

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Topics: women in sales management

Qualities of Women Leaders

Posted by Kristi Shoemaker

April 11, 2011

Our Pillar Partner, Caliper Corp., recently published a white paper on the qualties of women leaders.

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Topics: sales management research, women in sales management, Sales Management

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