Sales Coaching Resources



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. 
Sales Growth Opportunities
The 4 Quadrants

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

Hidden Performance Metrics
Hidden Performance Metrics

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

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.
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.
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. 
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. 

4 Ways Managers Can Improve Feedback

To deliver the most effective feedback, try these tips. 

50+ Relationship Building Questions

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

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

Understand what four components make up the ultimate coaching effect.

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