The Coaching Effect
What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth
by Bill Eckstrom; Sarah Wirth
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Pub Date Apr 02 2019 | Archive Date Apr 05 2019
Greenleaf Book Group | Greenleaf Book Group Press
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Description
Authors Bill Eckstrom and Sarah Wirth have spent a decade researching the activities, behaviors, and performance of leaders. After studying more than 100,000 coaching interactions in the workplace, primarily of sales teams, they have been able to determine how coaching affects team outcomes and growth.
The authors share three critical performance drivers, along with the four high-growth activities that coaches must execute to build a team that is motivated to achieve at the highest levels. Through both hard data and rich stories, Eckstrom and Wirth demonstrate how leaders can measure and improve their coaching to lead their teams to better results.
The Coaching Effect will help leaders at all levels understand the necessity of challenging people out of their comfort zone to create a high-growth organization. Leaders will learn how they can develop trust relationships, drive accountability and leverage growth experiences to propel their team members to the highest levels of success.
Advance Praise
“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 certainty—read 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
“I’ve read dozens of books on ‘how to play’ the sales game. Finally, we have seminal research and observations about what is required to extract high-sales performance in a compelling and practical approach. If you’re a sales leader now or want to know how to assess a good leader, this is the playbook we’ve 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
“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. Bill's 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 leader’s 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
“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
Marketing Plan
National trade marketing and sales campaign
Advance distribution of digital ARC to reviewers, bloggers, journalists, librarians, booksellers, and media via NetGalley
National trade marketing and sales campaign
Advance distribution of digital ARC to reviewers, bloggers, journalists, librarians, booksellers, and media via NetGalley
Available Editions
| EDITION | Other Format |
| ISBN | 9781626346093 |
| PRICE | $24.95 (USD) |
| PAGES | 200 |
Featured Reviews
Cristie U, Book Trade Professional
This book is amazing! It has not only useful, but relatable advice. I would never have thought to compare leadership to coaching, but the strategies make sense. Highly recommend!
Pamela M, Reviewer
I came to this book as a professional coach, rather than as a manager, interested in different coaching models and approaches and how they might be used.
“The Coaching Effect” falls into the basket of “challenging coaching”, that is a model that proposes moving employees out of their comfort zone to create a high-growth organization. The model proposed is well-researched and the authors provide some rich stories and examples as illustration of how it works. And while the book is primarily focused on coaching sales teams, I found the theory of Growth Rings an insight that could be useful in any organisation or circumstance (including our personal lives).
The authors also challenge coaches to measure their own performance. They place the success of the team firmly at the coach’s door. Measuring inputs (coaching contacts) and outputs (changes in outcomes) seems like common sense but was an aha! moment for me (as I suspect it will be for most team leaders) because I had only ever done this through peer review. How to do this using “The Eyes of the Team” in a systematic way is explained in Chapter 3 and is well worth reading for any team leader or professional coach.
The book also provides some useful advice for those without a formal coaching background on how to conduct effective one-on-one coaching sessions/meetings, team meetings and performance feedback. Feedback is a particularly difficult area for most managers and the book is worth buying for this chapter alone. It provides a practical, easily implemented approach to feedback that any manager can implement no matter what sort of team they are leading.
However, I think the coaching model itself needs to be used with some caution. Those put under too much pressure/discomfort may not be strengthened – they could well break or run – and this may not be a desirable outcome. Unfortunately, managers are not psychologists and may not see this coming. A chapter on how to recognise the team member being left on the sidelines – and how to respond to this – would have been a good addition.
Stacy W, Reviewer
Expertly written. Finally a book that gives practical ideas to deal with every coaching situation. The supplemental tools provided with this book are priceless. I immediately felt more confident working with my next client after I finished reading this book. It really challenged me to evaluate myself and my coaching style. Allowing me to define areas in which I could grow as a coach, this providing a note valuable coaching experience for my client. This is a must read for anyone in the coaching industry. Absolutely fabulous!
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