Editor's Note: This blog post has been updated for accuracy and comprehensiveness on May 29, 2020. Photo by Hattie Kingsley Photography. Tis the time of year when sales leaders reflect on what they’ve learned, accomplished or perhaps muffed this past year. They’ve thought about what they did or...

Editor's Note: This post has been updated for accuracy and comprehensiveness on September 11, 2020. Photo by Hattie Kingsley Photography. It’s not that they are not tracked, they are not even thought of. Sales departments focus too much on what the sales people do or don’t do as opposed to focusing...

Editor's Note: This post has been updated for accuracy and comprehensiveness on September 16, 2020. Photo by Hattie Kingsley Photography. Think for a minute, not about training sales people, but about sales manager training. The average sales rep is accountable for approximately $2M in revenue…

Photo by Hattie Kingsley Photography At EcSell, our research has allowed us to establish a logical progression of sales coaching facts throughout the years Nothing impacts the performance of a sales rep more than their manager It is how well a manager “coaches” that has the biggest impact on sales...