Bill Eckstrom - The Coaching Effect : What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth

Using evidence-based findings and vivid examples, Bill Eckstrom and Sarah Wirth reveal the missing piece in leadership: the coaching factor. They show how, using growth rings and healthy tension, you can get the great people you hired to perform at peak capacity.

MARY UHL-BIEN, Ph.D., BNSF Railway Endowed Professor of Leadership, Texas Christian University

An interesting and fact-based read that teaches how high-performance coaching creates real business value.

KAREN FLYNN, Senior Vice President and Chief Commercial Officer, West Pharmaceutical Services

Unbelievably practical information backed by extensive research. Every single leader who is willing to change the nature of their communication to the coaching style so clearly laid out by Bill and Sarah will increase the rapport they have with their team and results. If you lead sales folks then this is a must read and implement.

PETER JENSEN, Ph.D., Canadian Olympic Sport Psychologist; Founder, Performance Coaching Inc.

We have used the train the trainer methodology for years in Special Operations, coaching the coach with these tools and data is a must-have for all leaders.

COMMANDER JACK RIGGINS, Navy SEAL (Ret.)

Working in the high-performance mindset field with elite coaches and teams I can tell you this book is spot on about what creates and sustains growth. I can say with absolute certaintyread this book and you will become a better coach, a better leader, and a better human being.

LARRY WIDMAN, M.D., High-Performance Mindset Coach; Cofounder, Performance Mountain

Bill Eckstrom and Sarah Wirth are clearly the brightest minds in the field of sales coaching. The advice in this book is priceless. It should be mandatory reading for anyone who is in charge of a sales team, or any customer facing team. If you want to grow sales, this book will help you win.

GERHARD GSCHWANDTNER, Founder and Publisher, Selling Power magazine

Ive read dozens of books on how to play the sales game. Finally , we have seminal research and observations about what is required to extract highsales performance in a compelling and practical approach. If youre a sales leader now or want to know how to assess a good leader, this is the playbook weve been waiting for. A big Gatorade shower for Bill and Sarah. Bravo!

RUSS PASTENA, Senior Vice President, Global Head of Sales Operations and Enablement

There are about as many sales books as there are salespeople, but nothing else on the shelf compares to The Coaching Effect . It will have a long lasting effect on me and mine.

JOHN ROOD, Senior Vice President, Marketing, Disney Channels Worldwide

Bill and Sarah are the real deal. Their guidance has added a new dimension to our sales leadership that is missing in most organizations!

KAREN M. GUSTIN, LLIF, Ameritas , Executive Vice President Group Division

Eckstrom and Wirth help you rethink coaching effectiveness and growth. Using research and data-driven methods, they honed their approach to coaching by considering the perspective of the coach, the coachee, and whether it delivered results. The outcome is insightful and proven-effective. Check out the discomfort factor (unexpected), the Growth Rings and how they fuel the Coaching Performance Equation, how to consider both the quantity and quality of coaching, and their simple but effective 4-step coaching process. If you want to improve coaching and organization performance, this is the right book for you.

MIKE KUNKLE, founder, Sales Transformation Architect, Transforming Sales Results, LLC

Bill and Sarah do an excellent job of applying systems thinking principles to their method of coaching for performance improvement. I teach these same scientific-based principles to my MBA class on Leading Change every semester. Bills 2017 TEDxUniversityofNevada talk provides valuable support material for the book. Highly recommend!

BRET L. SIMMONS, Ph.D., Associate Professor of Management, College of Business, University of Nevada

The objective and data-driven focus on the value of effective coaching on sales growth makes this book an excellent read.

KEVIN SIEBERT, President, Tecumseh Poultry LLC

The Coaching Effect makes a compelling and evidence-based case for ambitious future leaders learning how to coach and embrace discomfort.

YANNICK JACOB, Existential Coach and FMR Programme Leader, MSc Coaching Psychology, University of East London

A leaders ability to coach is no longer a nice-to-have and is now a must-have.

TOM OLSON, Chairman and CEO, Points West Community Bank, Windsor, CO

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher and author are not engaged in rendering legal, accounting, or other professional services. Nothing herein shall create an attorney-client relationship, and nothing herein shall constitute legal advice or a solicitation to offer legal advice. If legal advice or other expert assistance is required, the services of a competent professional should be sought.

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Copyright 2019 EcSell Institute, LLC

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Publishers Cataloging-in-Publication data is available.

Print ISBN: 978-1-62634-609-3

eBook ISBN: 978-1-62634-610-9

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Printed in the United States of America on acid-free paper

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First Edition

DEDICATED TO THE TEACHERS, COACHES, AND BOSSES IN OUR LIVES WHO HELPED SHAPE THIS BOOK.

The constant facade of order hides the wilderness that is craving to seep out and teach us that life wasnt created to be what we think it is. Beyond words, we must experience the wilderness to be taught what cannot be otherwise known.

DR. SERENE JONES

MITCH WAS OUR NATIONAL director of sales and my boss. I worked under him in my new role as sales manager of the western district for a medical equipment company. He was smart, tough, stubborn, impatient, and demanding. He also had other annoying qualities. He constantly pushed, prodded, and challenged most everything I did. Mitch did not create what I would call a comfortable work environment for me, nor would I consider him an easygoing manager.