Podcasts about coaching effect

Sarah Wirth is the President of Ecsell Institute and the Amazon best-selling author of "The Coaching Effect." With over 20 years of experience in employee assessment, leadership development, executive coaching, and customer service, Sarah has a proven track record of driving growth and excellence.   She began her career as a talent analyst, coaching leaders in diverse organizations, and later led a consulting firm to a 65% revenue increase. As Vice President of Client Services at Ecsell Institute, she boosted client retention to over 94% before becoming President in 2019.   Sarah is passionate about leadership and its impact on team performance, bringing an analytical approach to high-performing sales leaders. She is a sought-after presenter for global executives from top companies like Mercedes Benz, Estee Lauder, and Ritz Carlton.   Holding a B.A. from the University of Nebraska and a J.D. from the University of Michigan Law School, Sarah combines her legal expertise with her leadership insights to drive innovation and success at Ecsell Institute.   What You'll Learn on this Episode: The significance of understanding and improving leadership behaviors What the Coaching Equation is and how it drives performance The importance of creating complexity for growth and development What are the four key coaching activities for effective and high-impact coaching The impact of  building strong and trusting relationships with team members How the practice of leadership helps leaders increase their self-awareness The significance of ongoing career discussions and feedback in fostering growth and improvement Why leaders should take time to understand their team member's career goals and personal interests   Additional Resources:  Sarah's LinkedIn Learn about Ecsell Institute  The Coaching Effect Book   

One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He's not just passionate about growth, he's obsessed with it. In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching.  We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles. In this episode, you'll learn: About the concept of “growth rings” and how they create environments that promote or hinder growth The four coaching activities that always pay off and help your team reach peak performance How to effectively split your coaching between high and low achievers Why different types of MedTech sales reps and leaders should all have their own definition of a “growth mindset” Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia Visit Bill's website The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain The Behavior Change Blueprint The Growth-Driven Practice Series Social Media:  Connect with Bill on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sarah Wirth is President of Ecsell Institute, and co-author of the best-selling book, The Coaching Effect. Her life passion is understanding what makes people tick. Sarah has spent the last two decades researching, writing, and teaching about what the best leaders do differently. In this interview, Sarah starts the conversation with her affinity for pop culture and the lessons for leadership she finds in movies. She tells how Ecsell Institute started as training for sales leaders and expanded into helping leaders in other areas. Sarah and her team gather and analyze survey data to help leaders improve the performance of their organizations by improving their coaching.   https://bit.ly/TLP-351   Key Takeaways   [2:02] Sarah's team members say she is a pop-culture guru. She likes movies, TV, books, and music, and she likes to find leadership lessons in them. She did a series on looking for leadership lessons in movies. [2:28] Past guest Dean DiSibio wrote Reel Lessons in Leadership, where he talks about leadership lessons from movies. [3:12] Sarah picks Moneyball as a movie with leadership lessons. The character Brad Pitt plays is trying to lead his team in a different direction and lead it differently than anyone has ever led a baseball team. Jan likes Blues Brothers but would pick Succession (TV show). Jim would pick Ted Lasso (TV show). [6:08] Jan and Jim once asked past guests, “How do you measure leader effectiveness?” That is the purpose of Ecsell Institute. They go to the people that are being led to measure leader effectiveness. Then they compare the results with measurable goals for that position and what the leaders are doing to reach the goals. [7:25] Ecsell Institute looks at leaders that are achieving their goals versus leaders that are not. Then they look at how those leaders are leading differently, according to their team members. That gives Ecsell Institute an understanding of the behaviors of successful leaders. [8:58] The Ecsell questions are behaviorally-based. For example, “When you have your one-to-one meetings, does your leader have you define action steps coming out of them? How often?” They are trying to find leadership behaviors to give recommendations to help others become better leaders. People can learn behaviors to emulate. [11:57] Part of the evaluation is outcome-variable questions, such as whether you see yourself working here a year from now. How happy are you in your job? How much do you trust your leader? Would you recommend your team as a great team to work with? Sarah tells how transparency in sharing the information behind the decisions made has a huge impact on trust. [13:37] The Coaching Effects Leadership Survey is consistent in terms of what it measures. How it applies to an organization is something Ecsell has a conversation about with the organization, in particular, how specific leadership traits fit into the company culture. [15:06] Communication and transparency from Ecsell are key to getting employees to trust the survey and how it works. There is even a final question that is not reported to the client, “On a scale of one to 10, how honest were you in giving your responses to these questions?” Some respondents will put a five, especially in low-trust environments. [17:39] Sarah recommends the Coaching Effects Survey for choosing which leaders to invest in. The high-rated leaders are the ones who are interested in being great at what they do. They are passionate about being good leaders. They're the ones who want to learn more and improve. Others may have more room for improvement but high-performing leaders have more potential for improvement. [19:42] A lot of times people get promoted into leadership opportunities because they were good individual performers. Sarah talks to the newly promoted leader and to their manager to understand, does this person have leadership capability? It's a different skill set. You might get an underperforming manager while losing a great performer. [20:40] Sarah recommends that managers ask their team members before promoting them, what is it that interests them about being a leader. If they talk about enjoying coaching and mentoring their peers, and helping others achieve success, that shows they are likely to have an aptitude for leadership. If they just want to move up or make more money, that doesn't indicate an aptitude for leadership. [22:35] Ecsell was founded to work with sales leaders. It expanded as clients wanted to apply the concepts to other leaders in their organizations. Sarah explains how sales leadership differs from other corporate areas. Salespeople are the athletes of the corporate world. They have to perform all the time. Their performance is measured differently. They have emotional highs and lows. They need coaching. [23:50] If you have a sales coach that does not manage the salespersons as much on the emotional level as on the task level, you're going to lose out on so many opportunities to help salespeople perform. [24:07] Past guest Dan Pink made the point that salespeople are not motivated by money but by winning. Money is how they keep score. Sarah agrees with this. In an 18-month sales cycle, we have to find different ways to tap into that motivation to perform. A good coach can do that. The monetary goals alone will not drive the behavior. [25:21] Sarah believes it's a disadvantage for a CEO not to have a sales background. However, a good CEO can learn about sales motivation. Sales teams suffer when they are overmanaged and under-coached. [27:22] One of the measurements of the Coaching Effects Survey is how consistent that leader is in their behavior. The best leaders are a lot more consistent with their team members. The consistency extends to one-to-one meetings, giving feedback, talking about the team member's career, and following through on commitments. [29:37] When you are consistent as a leader, it makes the moments when you are inconsistent stand out more. Your team members are going to want to dig into it and understand it. If you are very consistent, then, when there's something off, they might think there's a pretty good. [30:59] Sarah would coach the importance of consistency starting with questions. She would ask a team member who was behaving inconsistently, “What's your understanding of what you are supposed to be doing here?” They may not understand the expectations around their role. [31:31] Once she knows the expectations are aligned, Sarah would say “Let's look at the data. Here's where you're meeting it, here's where you're not. Help me understand the gap. What's holding you back from being able to achieve this?” They may need more training or a better understanding of the expectation. [32:04] Sarah doesn't want to make assumptions about what's causing the inconsistency. She wants to diagnose the issue with the person and come up with the problem and ideally, to come up with solutions together about what they can do differently. They buy into the solution, instead of being told what to do to fix their problem. [33:20] Sarah shares a client experience. A senior leader had thought the managers were doing one-to-ones, feedback, and career discussions, but they weren't. The data showed clearly that despite the best intentions of the managers, they were not getting the coaching done. The disconnect between the leader's perception and the reality in the eyes of the team members was a surprise to the leader. [34:08] So the leader made it a clear expectation. She made their coaching activities and the expectation to do them as part of their year-end bonus structure. If the leaders weren't doing these coaching activities at a certain percentage, they would lose part of that compensation at the end of the year. The managers took it seriously, raised their coaching, and the company had its best two sales years so far. [35:01] The managers bought into it because they saw their teams were achieving more. They were motivated to keep coaching, even if they weren't measured anymore, because they saw that it matters. [35:54] Sarah explains the reports Ecsell Institute produces for clients. For every question on the survey, they provide your result, company benchmarks, and top-performer benchmarks, so you can see how you are doing compared to your peers and the best leaders. [36:56] The data shows if you don't have a strong relationship with your coach, at the core of that coaching dynamic, everything else — accountability, the type of feedback that they give you, how much they push you — all those other things kind of fall on deaf ears. They don't know that you care and that you're doing it in their best interest. [37:30] Sarah shares her thoughts on ChatGPT and artificial intelligence. There are certain things that can be helpful in the coaching process, that we can allow artificial intelligence to do, but at the core of it, the human relationship is so essential to helping somebody perform and grow. Sarah doesn't think there's a way that you replace that. [37:58] There's always going to be such an important role that good leaders play because they're the only people that can establish that human connection. [38:18] Jan just asked ChatGPT “What are the best questions to ask in a 360 for leaders?” In two seconds it responded, “How do I come across to others, in terms of my leadership style?” and “What do you think I need to do to build more trust with my team?” It's going to be a great tool. Jan thinks it will help us get better. Please listen to Episode 348 for an interview with “guest” ChatGPT! [39:37] Jim heard that at least at one time if you were underperforming in an Amazon warehouse, a robot would come up to you and terminate your employment. That robot “definitely had a sign taped to its back!” [40:23] Sarah's closing thoughts: “At Ecsell Institute, we are continuing to study leadership across the board and one of the places that we're starting to study it is in high school and looking specifically at leadership from teachers and coaches and how it impacts kids in the classroom or on the court. … So be watching for more research that we have coming out on that, too.” [41:03] Closing quote: Remember, “Each person holds so much power within themselves that needs to be let out. Sometimes they just need a little nudge, a little direction, a little support, a little coaching, and the greatest things can happen.” — Pete Carroll, Seattle Seahawks   Quotable Quotes “My team members at Ecsell always like to say that I'm a bit of a pop-culture guru. I like my movies, I like my TV, I like my books, I like my music, and I like to find leadership lessons in them. I did a whole series once on how you can look for leadership lessons in … movies.” “There's a scene at the end where they said, ‘The first one through the wall always gets bloodied.' And I think that's sometimes very true around leaders that are trying to be innovative and do different things. So [Moneyball] is a good movie for leadership lessons.” “There are many models of leadership in Pulp Fiction.” “The major way that we measure leader effectiveness is by going to the people that are being led. We feel that is the only way. If you want to get feedback and insight into whether or not somebody's a good leader, ask the people that they're supposed to be leading.” “Sometimes we just study the outcomes but we don't know necessarily what's the role that that leader plays in achieving those outcomes.” “The leaders that are more highly rated in terms of their team members trust them, what behaviors are they exhibiting differently than the leaders who have low trust ratings? … How much information you share behind decisions that are made has a huge impact on trust ratings.” “As leaders, we overestimate a lot how consistent we are because we tend to judge ourselves by our intentions and what our plans were. But others judge us by what our behavior actually was.” “If you don't have a strong relationship with your coach, at the core of that coaching dynamic, everything else — accountability, the type of feedback that they give you, how much they push you — all those other things fall on deaf ears because they don't know that you care.” “There's always going to be such an important role that good leaders play because they're the only people that can establish that human connection.”   Resources Mentioned Theleadershippodcast.com Sponsored by: Darley.com Rafti Advisors. LLC Self-Reliant Leadership. LLC Sarah Wirth Ecsell Institute The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, by Bill Eckstrom and Sarah Wirth Dean DiSibio Reel Lessons in Leadership, by Ralph R. DiSibio with Dean A. DiSibio Leadership Lessons from Pulp Fiction Pulp Fiction (movie) Moneyball (movie) The Blues Brothers (movie) Ted Lasso Succession Christian Anschuetz Dan Pink ChatGPT “Episode 348: Our Real Interview with Artificial Intelligence Sensation ChatGPT”    

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom of Ecsell Sports joins Luke Gromer to discuss the 6 skills coaches need to get the most out of their team. Get the Podcast Notes or Transcripts: CuttingEdgeCoach.com/podcast Learn More or Sign Up for the 2022 Summer Coaching Series: SummerCoachingSeries.com About Bill Eckstrom: Bill Eckstrom is a leading authority on performance coaching and growth. He is the founding CEO of Ecsell Sports and Ecsell Institute. With nearly two decades of experience, Bill remains a renowned TEDx Talk presenter, keynote speaker and podcast and radio show guest. In addition, he is the author of numerous research articles and white papers and the co-author of the bestselling book, The Coaching Effect. Connect with Bill: bill@ecsellsports.com https://ecsellsports.com LinkedIn: https://www.linkedin.com/in/billeckstrom Twitter: @EcsellSports Connect with us: @CECoaching_ @LukeGromer info@cuttingedgecoach.com Learn more or Sign Up for the next Cohort: cuttingedgecoach.com/cohorts Sign Up or Join the Waitlist for a Book Club: CGTBookClubs.com

It's easy to assume that young athletes are most interested in winning games and competitions. But that's not what the research says, according to Bill Eckstrom, CEO of Ecsell Sports and author of The Coaching Effect. In focus groups, athletic directors and coaches say that a positve sports experience is what kids desire most.  Learn more about us at http://www.YouthSportsPsychology.com Subscribe to this podcast here: https://podcasts.apple.com/us/podcast/building-confidence-in-young-athletes/id1602758597    

Bill Eckstrom of Ecsell Sports joins Luke Gromer to discuss transactional and transformational coaching, trust-based connections, and more! Get the Podcast Notes or Transcripts: CuttingEdgeCoach.com/podcast Learn More or Sign Up for the 2022 Summer Coaching Series: SummerCoachingSeries.com About Bill Eckstrom: Bill Eckstrom is a leading authority on performance coaching and growth. He is the founding CEO of Ecsell Sports and Ecsell Institute. With nearly two decades of experience, Bill remains a renowned TEDx Talk presenter, keynote speaker and podcast and radio show guest. In addition, he is the author of numerous research articles and white papers and the co-author of the bestselling book, The Coaching Effect. Connect with Bill: bill@ecsellsports.com https://ecsellsports.com LinkedIn: https://www.linkedin.com/in/billeckstrom Twitter: @EcsellSports Connect with us: @CECoaching_ @LukeGromer info@cuttingedgecoach.com Learn more or Sign Up for the next Cohort: cuttingedgecoach.com/cohorts Sign Up or Join the Waitlist for a Book Club: CGTBookClubs.com

Sarah Wirth: Talks about the Ecsell Institute, her book The Coaching Effect, and the Impact of Coaching on Leadership. This is episode 529 of Teaching Learning Leading K12. Sarah Wirth is the President of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. She is considered one of the world's foremost authorities in metric-based performance coaching and growth. Her book, The Coaching Effect, coauthored by EcSell Institute CEO Bill Eckstrom, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. So much to learn! Some extra information before you go... The new intro and outro music was written and performed by Brian K. Buffington. Connect with Brian at briankbuffington@gmail.com or go to his website at  https://briankbuffington.com/ He is an awesome musician, comedic power, teacher, trainer, technology guru, and overall creator of all that is cool. Thanks, Brian! Oh, yeah... Could you do me a favor? Please go to my website at https://www.stevenmiletto.com/reviews/ or open the podcast app that you are listening to me on and would you rate and review the podcast? That would be Awesome. Thanks! Hey, I've got another favor...could you share the podcast with one of your friends, colleagues, and family members? Hmmm? What do you think? That would so awesome! Thanks for sharing! Thanks for listening! Connect & Learn More: ceckstrom@ecsellinstitute.com   www.ecsellinstitute.com 402.770.6100  in/ecsell-institute   in/sarahkwirth   @EcSellInstitute  Twitter @sarahkwirth  Twitter swirth_34 Length - 24:58

Bill Eckstrom is a leading authority on performance coaching and growth. He is the founding CEO of Ecsell Sports  and Ecsell Institute. With nearly two decades of experience, Bill remains a renowned TEDx Talk presenter, keynote speaker and podcast and radio show guest. In addition, he is the author of numerous research articles and white papers and the co-author of the best selling book, The Coaching Effect. You will also find his written work in Coach & AD Magazine.

Bill Eckstrom (@ecsellsports) is the CEO and founder of Ecsell Institute, the parent company of Ecsell Sports, Ecsell Business and Ecsell Education. Bill's robust professional career path has encompassed sales, sales leadership, executive leadership with private and publicly traded companies, and as a founder of start-ups. In 2008, he established EcSell Institute to fill a void he witnessed and personally experienced in the coaching and leadership profession within businesses. Since then, Ecsell's research and improvement programming expanded into the athletic and academic worlds. In 2017 and again in 2022, Bill took to the TEDx stage, where he shared his research and experiences in renowned talks that have five million views. Most recently, Bill co-authored The Coaching Effect: What great leaders do to increase sales, enhance performance, and sustain growth, which became an Amazon best-selling book in its first week of launching in 2019.In our interview today he takes his research and data from the business leadership world and demonstrates how it works in the sports coaching realm, where coaches tend to excel, and where they most often fall short. Get ready to take some notes.  This week's podcast is brought to you by our friends at Sprocket Sports.  Sprocket Sports is a new software platform for youth sports clubs.  There are a lot of these systems out there, but Sprocket provides the full enchilada. They give you all the cool front-end stuff to make your club look good– like websites and marketing tools – AND all the back-end transactions and services to run your business better so you can focus on what really matters – your players and your teams.  Sprocket is built for those clubs looking to thrive, not just survive, in the competitive world of youth sports clubs.  So if you've been looking for a true business partner – not just another app – check them out today at https://sprocketsports.me/CTG. Become a Podcast Champion! This weeks podcast is also sponsored by our Patreon Podcast Champions. Help Support the Podcast and get FREE access to our most popular online courses, a $300 value. If you love the podcast, we would love for you to become a Podcast Champion, (https://www.patreon.com/wayofchampions) for as little as a cup of coffee per month (OK, its a Venti Mocha), to help us up the ante and provide even better interviews, better sound, and an overall enhanced experience. Plus, as a $10 per month Podcast Super-Champion, you will have access to never before released and bonus material, including: Downloadable transcripts of our best podcasts, so you don't have to crash your car trying to take notes! A code to get free access to our online course called “Coaching Mastery,” usually a $97 course, plus four other courses worth over $100, all yours for free for becoming a patron. Other special bonus opportunities that come up time to time Access to an online community of coaches like you who are dedicated listeners of the podcast, and will be able to answer your questions and share their coaching experiences. Thank you for all your support these past four years, and a special big thank you to all of you who become part of our inner circle, our patrons, who will enable us to take our podcast to the next level. https://www.patreon.com/wayofchampions

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom, CEO of EcSell Institute, is considered one of the world's foremost authorities in metric-based performance coaching and growth. Bill shares insights from his book "The Coaching Effect," which he co-authored to help leaders understand how coaching is the key to increasing sales, enhancing performance, and sustaining growth. Learn the critical performance drivers and high-growth activities that coaches must execute to build a team motivated to achieve at the highest levels.

In this episode, Joe welcomes Bill Eckstrom to the Lounge. Bill is the founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He is considered one of the world's top authorities in metric-based performance coaching and growth and is the author of the book The Coaching Effect. During their discussion, that talked about measuring effectiveness, coaching impact on teams, and much, much more. Find Bill's book, The Coaching Effect here: https://tinyurl.com/43tawsdc Bill's Book Recommendations: Man's Search for Meaning – Viktor Frankl: https://amzn.to/3guyOH5 Follow Bill here: Website: www.ecsellinstitute.com and www.billeckstrom.com E-Mail: ceckstrom@ecsellinstitute.com Check out our show sponsors: This episode is brought to you by Blazing Star BBQ! https://www.blazingstarbbq.com/ Blazing Star BBQ is a veteran owned and operated by Mike Starr, who served more than 20 years to our nation. Mike is devoted to “Bringing unique flavors from his world travels to your backyard!” Check out his delicious rubs and sauces. You won't be disappointed! This episode is also brought to you by Battleground Fitness. Brandon and Dani Lirio are providing tailored fitness programs to people in different seasons in their lives via their online fitness platform. Check them out at https://www.bgfitonline.com/

On this episode of The LeadUp Podcast, Mike is joined by Bill Eckstrom of Ecsell Institute and Ecsell Sport who is here to talk about coaching and how people can improve their coaching to help businesses, sports teams and education facilities thrive. After a look at Bill's background, he talks about the 4 growth activities leaders need to practice, which are stated in his book, The Coaching Effect. He highlights two things; What you do and how well you do it. Bill also explains that good leaders will do one on one meetings, give written feedback, have consistent team meetings, and work with people on career development. These things are nothing special, but vital to be good at. Bill also talks about growth rings, which are a model for understanding how environments impact our growth. We have three rings: stagnated, chaotic, and order environments. Ideally, we want to be outside the order environments, as growth only occurs in a state of discomfort and unpredictability creates discomfort. Bill lists for us some of the ways we can look at ourselves as leaders; Measure - As a leader what are the impacts that you have on your team Analyze and train – understand what behaviors to change to produce new behaviors Walk away and understand if you're doing things differently and how well you're doing them Rinse and repeat Finally, Bill talks about what the best coaches do differently from everyone else. He explains that they let the people on their team know they care about them as individuals, which is the most critical thing, and also they create a psychologically safe environment. You can check out Bill's book, The Coaching Effect on Amazon, as well as all other major book retailers. You can also check out Ecsell Institute and Ecsell Sport online, as well as Bill's personal website, billeckstrom.com. If you enjoyed this episode please be sure to subscribe so that you never miss a new episode, and leave a 5-star review so as we can grow the podcast and expand to new audiences! Thanks for listening

Have you thought about changing people? Maybe, the way they hand in reports. Maybe, it's the way they show up for a meeting. Now the question becomes, can you change people? That isn't so easy to answer and definitely isn't easy to do. Howie Jacobson joins Kevin to discuss resistance to change. He says change is just a discontinuity of the past. The hard part is the change we can't control. He talks about the powers we need to activate and to remember it's not about us. Key Points Howie discusses why people resist change. He shares 4 powers to help change, which include: Ownership Independent capability Emotional courage Future proofing He talks about the 4 steps to help others get to change. Meet Howie Name: Howie Jacobson His Story: Howie Jacobson is the co-author, with Peter Bregman, of You Can Change Other People: The Four Steps to Help Your Colleagues, Employees—Even Family—Up Their Game. He is an executive coach to clients ranging from startup founders to established and rising Fortune 100 leaders. He is Director of Coaching at Bregman Partners, and Head Coach at the Healthy Minds Initiative. Worth Mentioning: Howie hosts the Plant Yourself Podcast, where he interviews remarkable people engaged in healing at the individual, institutional, and planetary level. Howie earned his M.P.H. and Ph.D. in Health Studies from Temple University and his B.A. from Princeton University. He lives in rural North Carolina with his wife, where he writes, gardens, plays Ultimate Frisbee, runs, fiddles, and loads the dishwasher correctly. This episode is brought to you by… The Daily Email, daily inspiration for leaders sent Monday-Friday every week. Kevin writes a short message to inform, inspire, engage, and focus you on becoming the best you and the best leader you can be. Book Recommendations You Can Change Other People: The Four Steps to Help Your Colleagues, Employees—Even Family—Up Their Game by Howie Jacobson and Peter Bregman Sand Talk: How Indigenous Thinking Can Save the World by Tyson Yunkaporta Related Podcast Episodes Flourishing as a Leader and Coach with Lisa Zigarmi. The Coaching Effect with Bill Eckstrom.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Sarah Wirth has over 20 years of experience in leadership development and executive coaching, as well as a J.D. from the University of Michigan Law School. Sarah joined EcSell Institute in 2011 as VP of Client Service. In 2019 she was promoted to President, and now leads the company in all aspects of its operations. Sarah is co-author of “The Coaching Effect.” She is also a sought-after presenter, sharing her common-sense insights with executives from organizations such as Mercedes Benz and Ritz-Carlton.

Today's guest, Sarah Wirth is considered one of the world's foremost authorities in metric-based performance coaching and growth. She is the President of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. Sarah is also co-author of the Amazon best-selling book, The Coaching Effect, which helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations.   Let's tune in to her story!   [00:01 - 05:35] Opening Segment   Rev UP Your Revenue Assessment Did you know that the average business is missing out on 50% more sales? If you're an ambitious female entrepreneur, who is leveling up this year, and your path is to grow beyond seven figures, I have an invitation for you! Rev UP Your Revenue Assessment with me and never miss 10s of 1000s of dollars in additional revenue every month ever again.   Schedule a meeting with me through this link. Get to know my guest Sarah Wirth Sarah shares about her career growth as a leader From lawyer to leadership development Great Leaders and Getting You Out of Your Comfort Zone   [05:36 - 29:25] Why Using Metrics will Make Your Team Happier Comfort in Pushing Others Out of their Comfort Zone The desire to achieve more Higher-performance and growth “Who do you push the most in your life?” Metric-Based Effective Leadership You can measure leadership Written feedback Career development talks How Sarah has changed her leadership style I am a doctor The Importance of challenging people out of their comfort zones What are you passionate about? What makes you excited When you're in the zone You professional dream  Sarah's Favorite Emoji is a Unicorn A childhood story Unique and special What's next for the leadership space? What the Best Coaches Do “I'm a coach, I'm not managing your work.” Why You Should Ask Questions The Best and Worst Coach Moments "Whatever you do in life, surround yourself with smart people who'll argue with you." - John Wooden   [29:26 - 31:48] Closing Segment   Final words Connect with my guest, Sarah in the links below   Tweetable Quotes   “Those leaders that are really effective at helping their team members grow have an additional quality of being able to push you, to challenge you, to give you assignments and opportunities that force you to get better and grow.” – Sarah Wirth   “Great leaders understand that you still want, should want to be growing.” – Sarah Wirth   “We want our people to feel empowered and inspired.” – Sarah Wirth   ------------------------------------------------------------------------    Connect with Sarah on LinkedIn.  Visit their website https://www.ecsellinstitute.com/ and grab your copy of  The Coaching Effect.   If you liked my show, please LEAVE A 5-STAR REVIEW, like, share, and subscribe!     WANT TO LEARN MORE?   Connect with me through Emi Kirschner Business Coach, Facebook, Instagram, and LinkedIn Or send me an email amacvirtualassistance@gmail.com     Check us out on Apple Podcasts.   Thanks for tuning in!    

Sales Coaching Effectiveness with Sarah Wirth - EcSell InstituteSarah Wirth is the President of EcSell Institute, the world's first and only organization to measure and quantify sales leadership effectiveness.  She is considered one of the world's foremost authorities in metric-based sales performance coaching and growth.  Her book, The Coaching Effect, coauthored by EcSell Institute CEO Bill Eckstrom, helps sales leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth sales organizations. Sarah has presented to executives from across the globe with organizations such as Mercedes Benz, Estee Lauder, Ritz Carlton, Cheesecake Factory and many more.  She is an expert on women in leadership and sales executive coaching.  Here's what we discuss in this episode: Sarah's impressive backgroundSales Leadership & CoachingHer book: The Coaching EffectKey sales strugglesWhat is "the coaching effect"Key sales metricsEcSell Institute ServicesSales resourcesAccountability and ownershipThe new sales professionalOne sales vitaminConnect with SarahOfficial WebsiteEcSell LinkedIn EcSell TwitterSarah's TwitterSpecial Offer from Kitcaster Kitcaster is a podcast booking agency that specializes in developing real human connections through podcast appearances.If you are an expert in your field, have a unique story to share, or an interesting point of view-- it's time to explore the world of podcasting with Kitcaster.Go to this link at Kitcaster to apply for a special offer.  

Do you want compliance, or do you want engagement? Jeremie Kubicek joins Kevin to discuss how we need more leaders worth following. There is a balance of support (not coddling) and challenge (not demeaning) to get the most from your team. Quite frankly, if you are leading and no one is following, you are just going on a walk. Key Points Jeremie shares the definition of a 100x leader. The idea of challenge and support. The importance of setting and managing expectations. Why leaders need coaches. Meet Jeremie Name: Jeremie Kubicek His Story: Jeremie is the coauthor of The 100X Leader: How to Become Someone Worth Following. He is the Executive Chairman of GiANT, a technology company focused on unlocking the potential of people, teams, and organizations. Worth Mentioning: Jeremie is a powerful communicator, serial entrepreneur and content builder. He creates content used by some of the largest companies around the globe found in the books he has authored: The 100X Leader, 5 Voices, 5 Gears and the National Bestseller, Making Your Leadership Come Alive. He has started over 20 companies while living in Oklahoma City, Moscow, Atlanta and London. This episode is brought to you by… The Daily Email, daily inspiration for leaders sent Monday-Friday every week. Kevin writes a short message to inform, inspire, engage, and focus you on becoming the best you and the best leader you can be. Book Recommendations The 100X Leader: How to Become Someone Worth Following by Jeremie Kubicek and Steve Cockram The Age of Eisenhower: America and the World in the 1950s by William I Hitchcock Related Podcast Episodes Conscious Leadership with Carter Phipps. The Coaching Effect with Bill Eckstrom. A Leadership Development Revolution with Jennifer Mackin.

Sarah Wirth has over 20 years of experience in employee assessment, leadership development, sales executive coaching, and customer service. She began her career as a talent analyst for an international human resource firm, where she coached leaders in organizations ranging from small not-for-profits to Fortune 500 companies. When named chair of leadership consulting and a member of the senior operations team, she helped lead the organization to a 65% increase in revenues. In 2009, she joined a publicly-traded organization as the vice president of client service, increasing client contract retention by 36%.  In 2011 Sarah came on board with the EcSell team as Vice President of Member Services, where she oversees member retention and all aspects of sales coaching, leadership and management research.  Under Sarah's leadership, EcSell Institute's member retention has grown to over 94%. Sarah has a passion for leadership and its impact on the performance of teams.  She takes an analytical approach to understanding the skills and talents of high-performing sales leaders and is constantly providing EcSell members with new methods for leading and coaching.  Sarah has presented to executives from across the globe with organizations such as Mercedes Benz, Estee Lauder, Ritz Carlton, Cheesecake Factory and many more.  Her expertise in coaching and leadership, combined with her fact based, common sense approach to their application make her a sought after presenter at any event.  Topics During this interview Sarah and I discuss the following topics: What makes an effective coachHow to ensure you communicate effectively as a leaderThe 4 Growth Rings of personal and organizational developmentHow to coach someone out of their comfort zoneHow to coach an individual to slow downHow to prepare for a one-on-one conversationHow to coach a team as a group Common mistakes leaders make in coaching their members For the complete show notes be sure to check out our website: https://movingforwardleadership.com/198

LifeBlood ENGAGE:  We talked about leadership training, how to close the gap between intellectual understanding and emotional readiness, having a framework for supporting people to successfully grow and how the right data can tell a story. We discussed how Bill became obsessed with growth, how he'd been that way for a really long time, but he was unable to articulate it, how he grew from being a sales leader to launching his own company to help other leaders become more effective and unlock growth and potential.  We talked about a childhood experience that caused Bill to change the way he viewed leadership and made him realize that success is available to most anyone who is truly interested in getting it. We discussed how we don't own other people's growth, our job and responsibility is to position others to step into their own growth and realize their own potential, and that it's impossible for us to do that for others. We talked about using data to turn perceived soft skills into hard skills and how to place a value on relationships through the use of that data, a framework for unlocking potential in others, the challenge of bridging the gap between intellection understanding and emotional readiness, and how not everyone is interested in engaging in this kind of growth with Bill Eckstrom, Founder and CEO of EcSell Institute, an organization creating happier teams and more profitable companies by turning leaders into coaches, he's the author of the Coaching Effect and a keynote speaker.   Listen to learn why we need to not lonely push through discomfort, we need to relish in it in order to get the success we're looking for out of ourselves and our teams!   For the Difference Making Tip, scan ahead to 18:33! You can learn more about Bill at EcSellInstitute.com, Facebook, Twitter and LinkedIn. Thanks, as always for listening!  If you got some value and enjoyed the show, please leave us a review wherever you listen and subscribe as well.  You can learn more about us at MoneyAlignmentAcademy.com, Twitter, LinkedIn, Instagram, Pinterest, YouTube and Facebook or you'd like to be a guest on the show, contact George at Contact@GeorgeGrombacher.com.

For those long-time listeners, you know that I am passionate about personal and professional development and leadership strategies, which is why I couldn't wait to share this interview with you! My guest today is Bill Eckstrom, he is the founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He is considered one of the world's top authorities in metric-based performance coaching and growth. His book, The Coaching Effect, coauthored by EcSell Institute president Sarah Wirth, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. Bill's primary passion is growth. He is an expert in change management and discomfort, as made popular in his viral TEDx Talk “Why Comfort Will Ruin Your Life.” As a keynote speaker, Bill has presented to hundreds of groups and is a popular guest on podcasts and shows around the world. Bottom line: Bill Eckstrom can help YOU be a better coach by quantifying your leadership effectiveness.  Your roadside friend, as you travel from client to client.  -Trace  Timestamps:  I'll be at AWT and why I love The Rising Tide Mastermind! [1:01] Introducing Bill Eckstrom CEO of EcSell Institute, EcSell Athletics, and EcSell Education  [10:05] What makes a great coach [12:45] The difference between a coach and a manager [17:12] What do great coaches do? [20:10] What should change in a Zoom meeting vs. in person meeting? [23:54] How to know if a team is healthy [25:00] What is coaching effectiveness? [31:16] How to transition from manager to coach [38:35] Lightning round questions [43:00] James' Challenge: Look for dead legs in your water systems. [56:57]   Quotes: “Learn everything you can and share that with as many people as you come in contact with.” - Trace Blackmore “The only way to know if a person is a great coach is to measure them.”  - Trace Blackmore “Coaches have teams.” - Bill Eckstrom “The highest-performing coaches have one to ones every other week.”  - Bill Eckstrom “Great coaches have the discipline to do what's right in the face of adversity.”  - Bill Eckstrom “The only way to create growth is through discomfort.” - Bill Eckstrom “Don't be afraid to be uncomfortable, it's the only way to grow.” - Bill Eckstrom “Take pride in how you've evolved and how your thinking has evolved.” - Bill Eckstrom “Create a little growth every day.” - Bill Eckstrom   Connect with Bill Eckstrom: Phone: 402.770.6100 Email: ceckstrom@ecsellinstitute.com Website: billeckstrom.com   LinkedIn: in/billeckstrom   Links Mentioned: TEDx Talk “Why Comfort Will Ruin Your Life.” - Bill's TEDx Talk The Rising Tide Mastermind Submit a Show Idea AWT (Association of Water Technologies)   Events: Scaling Up H2O Meetup at AWT Friday, September 25 at 11 in Chillers Lounge Corrosion Technology Week by Nace  October 17 – 20 in Huston, TX  4th Annual Industrial Water Week Oct 4-8th  Business Webinar with Michael Warady - @11am October 29 The Hang Networking Event- @6pm November 11   Books Mentioned: The Coaching Effect - by Bill Eckstrom Man's Search For Meaning - by Viktor Frankl Max Out Mindset - by Dr. Larry Widman The 7 Habits of Highly Effective People  

Bill Eckstrom is founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He and his coauthor, Sarah Wirth, are considered the world's foremost authorities in metric-based performance coaching and growth. Bill and Sarah's book, The Coaching Effect, was written to help leaders understand how coaching is the key to increase sales, enhance performance, and sustain growth.

Bill Eckstrom is the CEO and founder of the EcSell Institute. Bill has spent his entire career in the sales arena; the first 14 years in personal production and then 13 in various sales leadership roles. His management career began in 2000 as a District Manager for a medical equipment company and was promoted to the U.S. Director of Sales in 2003. In 2004, Bill was lured away to become Senior Vice President of Business Development for a publicly-traded healthcare organization. In 2008, he founded the EcSell Institute to fill a void he witnessed and personally experienced in the sales leadership profession. Bill presented a TEDx Talk to an audience of over 1,700 at the University of Nevada, Reno where he shared life-altering, personal and professional development ideas through the introduction of the “Growth Rings." Since the release of the Talk, it received 100,00 views in just one week and now has over 3,000,000 views. Most recently Bill helped co-author The Coaching Effect: What great leaders do to increase sales, enhance performance, and sustain growth which became an Amazon-Best Selling book in it's first week of launching. As a result of his experiences, his company's findings, and his public speaking skills, Bill's work as a keynote speaker is highly regarded throughout North America. While his audiences call him “profoundly authentic”, “highly entertaining” and much more, Bill is most proud of the fact his material is based on EcSell's science and research—he does not present motivational fluff. He has presented to hundreds of groups ranging in size from 25-2,500 on topics found on his personal website, billeckstrom.com. Lincoln, Nebraska is home for Bill and his wife. Together they have three children, Will Jr, Claire and Maddie. Philanthropically, Bill prefers a very hands-on approach as evidenced by his current involvement and passion--working and training their Yellow Labrador, Aspen, for therapy dog work. Soon he and his four-legged companions will be visiting children in hospitals and senior citizens in nursing home settings. Bill also has a strong need to be in the outdoors and finds time each year to spend in the field and stream with his children and close friends. Hire Bill as a speaker for your next event here. What you'll learn about in this episode: Why being in a state of discomfort is the only way a person can grow How Bill became fascinated with figuring out the impact coaches had on the growth of their people How the performance of the team reflects how they are coached Why great leaders are the ones who can create a sense of discomfort How you explain, measure, and affect discomfort Why discretionary effort is so significant and how it is created How predictability can make us dangerously comfortable How a leader earns the right to create healthy tension Additional resources: https://www.ecsellinstitute.com/ TEDx Talk: Why Comfort will Ruin Your Life https://www.billeckstrom.com/ Personal site Book: The Coaching Effect

We are joined once again by Collegiate Advisory Committee Chairman Cole Conner. He is a graduating senior majoring in sports management with minors in business administration, sales and entrepreneurship. While at Epsilon-Omicron, he has served as Epiprytanis, Rush Chair and Fundraising Chair, and received the honors of Top TEKE, Top New Member, Top Recruiter and Top Fundraiser. In this episode, he shares his experience in TKE, his chapter, life lessons and talks career stauts as he begins the transition from collegiate to alumnus. :58 Bring The Sunshine 1:40 Tony Robbins, You Free? 2:00 Indy 500 101 (It's kind of a big deal in Indiana.) 8:21 What Are You Reading? 16:24 Rule Of Three (Food for the win.) 18:30 Where In The World Is Zach Scott 21:00 Whataburger For Lunch In Indianapolis? 22:00 A Thunderous Roar 27:00 Recruitment, Risk, Ritual, Retainment, Resourcefulness 28:00 Welcome Back Cole Conner 29:30 Sitting In For Donnie 31:00 Perspectives 33:20 TKE Isn't A Magic Wand 36:00 Are You Okay With Being Okay? 37:01 Epsilon-Omicron - Doing Big Things 39:10 Mouthpiece For "Nationals" 42:30 I'd Like To Thank... 44:00 With Whom Do You Surround Yourself? 48:30 What Qualifications Do You Have? 49:00 That Is Not How You Do That... (Ritual mix-ups.) 55:30 Closing Thoughts (Go ahead and hit Alex up.)

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill's professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell's research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill's TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the CEO and founder of EcSell Institute. Bill’s professional career path has encompassed sales, sales leadership, executive leadership with both private and publicly traded companies. He established EcSell Institute to fill a void he witnessed in the coaching and leadership profession. EcSell’s research and improvement programming has been utilized in the athletic and academic worlds, spawning new start-ups EcSell Sports and EcSell Education in 2019. Bill’s TED talk titled Why Comfort Will Ruin Your Life, has been heard by live audiences of over 1,700 people, and 4 million more online, his now-famous words: “…what makes you comfortable can ruin you, and what makes you uncomfortable is the only way to grow.” Bill co-authored the book The Coaching Effect: What great Leaders do to Increase Sales, Enhance Performance, and Sustain Growth, has been a best-seller since its release in 2019.

Bill Eckstrom is the founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He is considered one of the world's top authorities in metric-based performance coaching and growth. His book, The Coaching Effect, coauthored by EcSell Institute president Sarah Wirth, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. Find out more about Bill and his services at https://www.billeckstrom.com/ (social media links at bottom of page) and https://www.ecsellinstitute.com/ Find his TEDTalk here: https://youtu.be/LBvHI1awWaI Harvard Business Review article by Jack Zenger with research cited in discussion. --- Send in a voice message: https://anchor.fm/tboc/message Support this podcast: https://anchor.fm/tboc/support

Episode #88 of The Impactors Podcast features #Impactor Bill Eckstrom, Founder & CEO of EcSell Institute and Co-Author of The Coaching Effect. EcSell Institute is the world's first and only organization to measure and quantify leadership effectiveness. Bill and his coauthor, Sarah Wirth, are considered the world's foremost authorities in metric-based performance coaching and growth. Bill and Sarah's book, The Coaching Effect, was written to help leaders understand how coaching is the key to increase sales, enhance performance, and sustain growth. Bill's primary passion is growth. He is an expert in change management and discomfort, as made popular in his viral TEDx Talk “Why Comfort Will Ruin Your Life.” As a keynote speaker, Bill has presented to hundreds of groups and is a popular guest on podcasts and shows around the world. Growth is also what inspires Bill's philanthropic life, especially his involvement in therapy dog work. He and his Labrador, Aspen, work together at senior living homes, children's hospitals, and anywhere the presence of Aspen's wagging tail and soft soul can bring a smile. If you enjoyed the episode leave a #iTunes review to help new people find it! Link: https://podcasts.apple.com/us/podcast/the-impactors-podcast/id1405642226 Email me if you have a special guest in mind that you want me to host on the podcast! Email: thesocialimpactors@gmail.com #ImpactEverywhere --- Support this podcast: https://anchor.fm/theimpactorspodcast/support

Nothing elevates performance more than a great coach. And the performance of your team reflects the coach. Bill Eckstrom is the co-author of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth (with Sarah Wirth) and joins Kevin to discuss both quality and quantity of coaching. We need to understand where coaches are spending their time. Bill discusses growth rings and how they are reflective of environments that promote or hinder growth. Leaders at any level need to understand the necessity of challenging people out of their comfort zone to create high-growth organizations. This episode is brought to you by… 13 Days to Remarkable Leadership, a free leadership video series based on Kevin's book, Remarkable Leadership. Additional Leadership Resources Book Recommendations: The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth by Bill Eckstrom and Sarah Wirth How to Be an Antiracist by Ibram X. Kendi Connect with Bill Eckstrom: Website | EcSell Institute | EcSell Institute's LinkedIn | Bill Eckstrom's LinkedIn | EcSell Institute's Twitter | Bill Eckstrom's Twitter | Bill Eckstrom's TEd Talk Related Podcast Episodes: The Master Coach with Gregg Thompson. Reframing Problems with Thomas Wedell-Wedellsborg. Subscribe to the Podcast Don't miss an episode! Subscribe to this podcast through the options below. iTunes Stitcher TuneIn Soundcloud RSS Or your favorite podcast app. Join Our Facebook Group Join our Facebook community to network with like-minded leaders, ask us questions, suggest guests and more. We welcome your wealth of experience and hope you will join us in sharing it with others on their leadership journey. You can join the group here: facebook.com/groups/RemarkableLeadershipPodcast/

My guest on episode 129 is Bill Eckstrom. Bill Eckstrom is the founder and CEO of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. He is considered one of the world's top authorities in metric-based performance coaching and growth. His book, The Coaching Effect, coauthored by EcSell Institute president […]

Discomfort is universally disliked, yet it is essential to growth. Just like a muscle can’t get stronger without the tension of lifting a weight, our skills and capabilities can’t develop without the tension and stress that come from stretching ourselves. In this episode, I speak with Bill Eckstrom. Bill is the founder and CEO of EcSell Institute, the world’s first and only organization to measure and quantify leadership effectiveness. He is considered one of the world’s top authorities in metric-based performance coaching and growth. His book, The Coaching Effect, coauthored by EcSell Institute president Sarah Wirth, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. Bill and I talk about the four growth rings, the importance of distinguishing between a performance goal and a growth goal, how growth only happens through the state of discomfort and your role as a manager is supporting your team member through those growth states. Members of The Modern Manager community get $100 off The Coaching Academy leadership training. In addition, members get the chance to win a free 30-min coaching session with prior guest Todd Palmer to help you get unstuck around crucial or difficult conversations, change, adjusting to the new normal, or whatever is on your mind. You must be a member by October 6th, 2020 for a chance to win the session with Todd. To learn more about membership and to join, go to www.themodernmanager.com/join Subscribe to the Modern Manager newsletter to get episodes, articles and free mini-guides delivered to your inbox. Read the related blog article: How To Create A High-Growth Team By Embracing Discomfort Key Takeaways The best leaders and coaches are those who can foster a healthy sense of discomfort in the workplace. Discomfort comes from being put in situations with unknown, unpredictable outcomes. The Four Basic Living Environments are Stagnation, Order, Complexity Order, and Chaos.  Stagnation is a low performing or negative growth environment. Order is predictable inputs and outcomes Complexity is an unpredictable environment where the inputs are known but the outcomes are unknown Chaos is an environment of little to no control where growth is halted by high turmoil.  Our ideal work environment for growth is complexity order.  We can put our teams into complexity order environments by  pushing them to learn new skills, improve their existing skills, and enabling them to take on new opportunities. We need to educate our teams about the power of discomfort as an opportunity and not a roadblock.  The more discomfort we create

The path to leadership is broken.    We spend so little time developing leaders.   And when we do, we create managers when we need coaches.    On today's show, Sarah Wirth, President at EcSell Institute and Author of “The Coaching Effect,” explains why coaches get better results than managers.    She explains:   - The difference between a manager and a coach   - Why effective coaching means pushing people out of their comfort zone   - Why great coaches build trust first   This post includes highlights of our podcast interview with Sarah Wirth, President at EcSell Institute .   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don't use Apple Podcasts, we suggest this link.

The path to leadership is broken.    We spend so little time developing leaders.   And when we do, we create managers when we need coaches.    On today's show, Sarah Wirth, President at EcSell Institute and Author of “The Coaching Effect,” explains why coaches get better results than managers.    She explains:   - The difference between a manager and a coach   - Why effective coaching means pushing people out of their comfort zone   - Why great coaches build trust first   This post includes highlights of our podcast interview with Sarah Wirth, President at EcSell Institute .   For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don't use Apple Podcasts, we suggest this link.

+++ MORE TO IT +++ Have you ever read or listened to a story and felt there was more to it than what you read or heard? When I first heard and read about coaching, I really thought that it wasn't for me. Actually, I didn't see the purpose of it. The only reference I had of coaching, was in the area of sports. Fast forward to today. I now wonder how can a person who aspires for greatness, do without a coach. Think about the likes of Tiger Woods, Lebron James, the late Kobe Bryant, Michael Jordan, Warren Buffet, Bill Gates, and so many others. There is one thing that is true of all these people ... they all had coaches. In this episode, our guest - Sarah Wirth, discusses how leaders can become more effective at leading when they choose the coaching path to help their team be more successful. ++++++++++++++++++ Who is Sarah Wirth? SARAH WIRTH is the President of EcSell Institute, the world's first and only organization to measure and quantify leadership effectiveness. She is considered one of the world's foremost authorities in metric-based performance coaching and growth. Her book, The Coaching Effect, coauthored by EcSell Institute CEO Bill Eckstrom, helps leaders at all levels understand the necessity of challenging people out of their comfort zone to create high-growth organizations. Contact Sarah: https://www.ecsellinstitute.com/ ++++++++++++++++++ P.S. If this show is one that you are benefiting from, why not show your love and support at www.patreon.com/kingsleygrant. Your gift helps to underwrite the monthly cost of producing the show. --- Send in a voice message: https://anchor.fm/kingsleygrant/message

Whether it be sports or lessons, having the right coach can be key to unlocking your true potential. Authors Bill Eckstrom and Sarah Wirth's latest book, The Coaching Effect, helps leaders at all levels understand the necessity of challenging people and creating a high growth organization. They joined us on the Critical Mass Radio Show for more.

While proper mindset is important, the actions high-growth coaches use to motivate their teams allow those teams to succeed in sales. Sarah Wirth works for EcSell Institute and studies sales leadership. Along with her team, they look at the coaches in the organizations they work with knowing that great coaches help teams to achieve better results.  Sarah travels the globe studying different teams and applying the best practices they can teach to sales leaders. Their research-based teachings on best practices are grounded in fact rather than opinion.  Misconceptions about coaching  One of the common misconceptions about coaching relates to the timing of team meetings or sales coaching. Most sales leaders do team meetings weekly thinking that getting everyone together via phone makes the team effective. Based on the study, however, the best sales leaders have their meetings once a month rather than once a week. The monthly meeting is much more interactive and educational than the weekly kind of communication.  Sales reps want an interactive educational team meeting where they can hear what the other departments are doing. They also want to hear and learn the best practices used by others in the company. They don't want to sit and hear all the updates of what's going on, because those things can be sent and read via mail.  Instead, sales reps want a certain level of engagement and content to share during meetings. This content is difficult to achieve when you meet every single week. A longer time frame gives birth to more stories and more experiences to share, which results in meaningful and substantive conversations where everyone on the team learns things.  Learning from experience  Sellers like to learn the best practices, so they listen to podcasts. They want to learn from people from different fields who bring radical and neat insights that they're not aware of.  The interviews and surveys of salespeople reveal that they don't want to hear the biggest deals. Instead, they want to hear how to get big deals. They want answers to the objections they encounter and tips to make presentations that help them win deals. They want to hear and learn the stories of how others became successful.  It's more of knowing what they did and how they did it.  Salespeople want to be the best version of themselves. They aren't into sales because of charity. They are in sales because they want to help their families and their clients.  Most sales leaders are promoted to their position because they were good salespeople. They go from the bottom to the top without getting any formal training, education, and information on how to become good sales leaders. They learn from experience, and that's why they become successful. Unfortunately, they don't know how to transfer all these learnings to their peers so their team can be successful and achieve better sales.  Motivate the team There are three actions high-growth sales coaches use to motivate their team:  Team meetings done in the right frequency and format One-on-one meetings with each of the team members Feedback on what they're doing well and what they can improve These three are effective ways to help salespeople grow and improve their skills.  One-on-one meetings  One-on-one weekly meetings with each team member are as effective as doing one-on-one meetings every other week. Aside from the frequency, it is also important to follow a consistent structure.  The best sales leaders start their meetings with personal updates in the life of the salesperson they are talking to. They talk about how their family is doing, and if they're working from home, sales leaders ask for updates on their projects. Sales leaders spend a few minutes connecting with their team members as people. They show that they care not only as a sales producer but also as a person.  The coaching and mentoring from one-on-one meetings change a salesperson's motivation and attitude towards his work. It ignites a fire in him that helps the team meet its sales goals. Even books can't do this because no matter how good the contents of the books are, the pages can't hear their ideas or challenge them with questions. There is no substitute for talking through what's going on in their sales territory or getting their input on the strategies that they're pursuing.  Asking imploring questions during one-on-one meetings breeds in-depth conversations that are helpful for both parties to grow.  Do one-on-one meetings with your salespeople either weekly or bi-weekly depending on what works best for your team.  Give feedback  Give your team members feedback on their selling skills regularly. After successfully closing an important deal with your salespeople, debrief them, and discuss what you saw in their selling skills. Talk about what aspect they did well in the presentation and point out the things they can improve.  There is no better time to improve your team's skills than seeing its members in action. When you see them do what they do best, you can talk conceptually around them. You can coach them on how to answer objections and even do roleplays to address different situations.  When you travel with your salespeople and see them in selling situations, you also learn how they interact with their customers, build rapport, present information, answer questions, direct conversations, and figure out the needs of the customers. You have the first-hand experience and you'll know how to assess them on the things they're doing well and how they can improve.  This is also a great opportunity for the salespeople to receive coaching from their leaders. They can see the things they need to work on from your perspective. This is beneficial for them and for the business.  Your team members may have the tendency of reporting only the good things that went down on a deal, excluding the challenges and how they addressed them. They may tweak the information they give you. When you are with them, you get to see them and give them the corrections and guidance they need. Sales leaders can also point out the effective things their salespeople did during the sales call. They can then repeat what they did in their future deals.  Career discussion  Career discussion is critical to a salesperson's motivation as well as his career longevity on the team. Many sales leaders shy away from doing this because they don't have specific paths for their salespeople.  There often isn't a specific role that salespeople can be promoted to. Sometimes, salespeople don't have goals other than being individual performers. They like to be in sales and not in other roles such as managers.  Based on research, a salesperson tends to make progress toward his career development goals and stay with the organization longer if the manager helps him make progress. Aside from that, salespeople tend to be motivated when they receive help from their superiors.  Management often doesn't talk about things like this to its employees, causing them to feel stuck in whatever position they are in. It kills their motivation to achieve more in their careers.  Ask your salespeople how they feel about their careers or what they potentially want to do. You can't assume that they're doing okay; instead, draw the answers from them. Sarah Wirth and Bill Ekstrom's book The Coaching Effect was the result of a career development discussion that Sarah did with him. He asked Sarah about her longterm big picture goals and she said that she'd like to write a book. It wasn't anything serious for her at that moment. It was merely an idea. Fast forward to when they started really doing it and it happened.  Go outside your comfort zone  Another effective action that sales leaders can do is to get their team members outside their comfort zones.  Help your sellers be comfortable with discomfort. If you can get them outside of their comfort zones, they're more likely to learn, grow, and develop. #SalesTeam Most of us want to be on the safe side and gravitate toward what we know but this is not helpful if we want to grow. The same is true for your team members. New roles or situations force your team members to learn, grow, and get better in order to handle the new challenges. Get your team members outside their comfort zones on a regular basis, especially if you see them starting to stagnate and get comfortable in their roles.  “The Actions High-Growth Coaches Use To Motivate Their Teams” episode resources Learn more about connecting with your salespeople today. Visit Ecsell Institute's website to learn more.   If you're a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also read more books to become a savvy salesperson and sales leader in Audible, your online library that houses over a thousand books. Register now to get a free book and a free 30-day trial by typing in audibletrial.com/tse.  This episode is brought to you in part by TSE Certified Sales Training Program, designed to help sales reps and sales teams improve their skills in finding the right customers, identifying the activities and strategies that work, and asking the right questions to build strong value and close business deals. Get the first two courses for free at thesalesvengelist.com/freecourse.  Which of the three actions have you tried in your team? Tell us about it in the comment section in Apple podcast. Your rating is equally appreciated, too. Share this with your colleagues who are using other podcast platforms as well including Google Podcast, Stitcher, and Spotify.  Audio provided by Free SFX and Bensound.

Bill Eckstom, co-author of The Coaching Effect, is the founder of EcSell Institute, a research-based organization that works with leaders internationally to help them better understand, measure, and elevate coaching impacts on performance. He is a keynote speaker whose presentations are rooted in EcSells research and hard data. Bill has presented to hundreds of groups […] The post COACH the COACH: Bill Eckstrom with EcSell Institute appeared first on Business RadioX ®.

Peggy and Bill Eckstrom and Sarah Wirth, co-authors of The Coaching Effect, talk about high-growth coaching activities. They explain that the most effective coaches are not running the team meeting all themselves and they are only holding meetings once a month. Further, training and education should rotate in team meetings and the only way to measure the effectiveness of coaching is through the eyes of people on your team.

Peggy and Bill Eckstrom and Sarah Wirth, co-authors of The Coaching Effect, talk about high-growth coaching activities. They explain that the most effective coaches are not running the team meeting all themselves and they are only holding meetings once a month. Further, training and education should rotate in team meetings and the only way to measure the effectiveness of coaching is through the eyes of people on your team.