Sales Coaching Resources

resources

Research-Based Content

The EcSell Institute was founded on research and continues to build upon that research by accumulating and analyzing over 100,000 documented coaching interactions in the workplace. Below you'll find some of our most in-depth findings to date. 
The Coaching Effect Book
"The Coaching Effect"
Learn how the best leaders increase sales, enhance performance, and sustain growth. 
Book
Sales Growth Opportunities
The 4 Quadrants

See how little organizations are measuring the effectiveness of their leaders.

Video
Measuring Coaching Performance
Coaching Measured

Find out what vital performance metrics and data leaders are missing in today's workplace.

Whitepaper
The 5 High Payoff Coaching Activities
The 5 Coaching Activities
Understand the activities proven to boost performance when done at the right frequency and quality.
Video
The 4-Step Management Training Program
The 4-Step Training Program

Learn how to create a high-growth culture by executing against these four steps. 

White Paper
Impact of Sales Coaching
Client Case Study

Read about the real-life impact a manager can have on a team and the overall business.

Case Study
Low Performing Manager Research
The Cost of (De)Motivating Managers
Find out how much money organizations are losing by keeping their low performing managers.
Whitepaper
Sales Coaching Tracking System
The ONE-UP Coaching Cloud
Learn why tracking the coaching activities of a manager is critical to an organization's success. 
Video
Sales Coaching Quantity and Quality
Coach More, Coach Better

Get an inside look into what the best managers do differently with their teams to achieve higher results. 

Whitepaper
Feedback
4 Ways Managers Can Improve Feedback

To deliver the most effective feedback, try these tips. 

Whitepaper
Questions
50+ Relationship Building Questions

Build a relationship of trust and personal connection by asking more Qs like these. 

Resource
4-Step Process Video
4 Steps of an Effective Sales Management Training Program

Understand what four components make up the ultimate coaching effect.

Video
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We help managers, executives, & organizations grow by providing research, data, and clarity into how their teams are performing. We do this by following a performance system known as The Coaching Effect which is also a best-selling book. 

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