Dr. Peter Jensen dedicates his life to teaching coaches how to help their team members achieve their goals. Whether he’s in his role as a sports psychologist with the Canadian Olympic team or as a professor of sales management at Queens School of Business, he understands the complexities of...

Connecting is the first step to coaching – it’s a simple adage we espouse here at EcSell Institute. This is because our research shows that strong relationships are a necessary foundation for effectively coaching and investing in sales reps. Without strong relationships, sales managers do not have...

Your sales team should strive to be like the 2015 Kansas City Royals. Okay, okay, I live in Kansas City so I might have caught a severe case of world series fever and be spouting nonsense, but hear me out. If you followed the 2015 baseball postseason, you probably heard time and time again about...

Photo by Hattie Kingsley Photography When I ask sales managers what they wish their reps would improve in their sales calls with prospective customers, the number one response is “ask more questions!” Overwhelmingly, sales managers are frustrated by reps who spend more time talking about the...