Photo by Hattie Kingsley Photography EcSell Institute partners with a variety of organizations to help them improve their sales results. Although our members vary by industry, size and sales team structure, they have something important in common – they all believe more effective coaching of their...

Editor's Note: This post has been updated for accuracy and comprehensiveness on October 19, 2020. Photo by Hattie Kingsley Photography. A couple weeks ago, I discussed the importance of not only coaching your team members' skills, but also coaching their mental performance. To keep your team...

Photo by Hattie Kingsley Photography Almost every sales manager hates doing performance reviews. And why wouldn’t they? Most of the time, they’ve been handed a form from their human resources department that isn’t specific to sales and that forces them to write long paragraphs of feedback about...

Photo by Hattie Kingsley Photography What can a sales manager do to make their rep a superstar in the eyes of their customer? The answer is simple – play an effective role when they join them out on the road. A manager doing a joint sales call with one of their reps can either frustrate and...