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

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

by Bill Eckstrom, Sarah Wirth


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The most effective leader behaves more like a coach
​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.

Product Details

ISBN-13: 9781626346093
Publisher: Greenleaf Book Group Press
Publication date: 04/02/2019
Pages: 200
Sales rank: 351,929
Product dimensions: 6.10(w) x 9.10(h) x 0.90(d)

About the Author

Bill Eckstrom is an executive, entrepreneur, mentor, student, husband, and father. His primary passion is growth—especially how coaches and leaders influence the growth and performance of individuals and teams.
Bill began his management career in 2000 and climbed the ranks to become US director of sales in just three years. In 2004, Bill was named the senior vice president of business development for a publicly traded health-care organization. In 2008 he founded the EcSell Institute, a research-based organization that works with leaders internationally to help them better understand, measure, and elevate coaching’s impact on performance. 
Bill’s work as a keynote speaker is internationally renowned. He has presented to hundreds of groups and is a popular guest on podcasts and shows around the world. His viral TEDx Talk “Why Comfort Will Ruin Your Life” was the fastest-growing talk in the history of the event when it was released in 2017.
Bill’s home is in Nebraska, where he lives with his wife, Kerstin. Together they have three children—Will Jr., Claire, and Maddie.

Sarah Wirth has twenty years of experience in employee assessment, leadership development, sales executive coaching, and customer service.
In 2011, Sarah came on board with the EcSell Institute as vice president of client service and increased its retention rate to over 94 percent.
Sarah has a passion for leadership and its impact on the performance of teams. Sarah has presented to executives from across the globe. Her expertise, combined with her fact-based and commonsense approach, make her a sought-after presenter.
Sarah has a BA from the University of Nebraska, holds a JD from the University of Michigan Law School, and is a member of the Nebraska Bar Association. She has served as a legal advisor for many organizations, specifically in the areas of contract, employment, and intellectual property law. She lives in Kansas City with her husband, Mike, and two sons, Miles and Emmett. 

Table of Contents

Preface xiii

Acknowledgments xxi

Introduction 1

1 The Growth Rings 15

2 Coaching Redefined 37

3 Coaching Quantity and Coaching Quality 57

4 One-to-One Meetings 79

5 Team Meetings 95

6 Performance Feedback 111

7 Career Development 129

Conclusion: The Four-Step Coaching Process 147

About the Authors 171

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The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth 5 out of 5 based on 0 ratings. 2 reviews.
Anonymous 4 months ago
I am so glad I picked up this book. The stories are super engaging and the research is like none other. I also really appreciate how the authors give step-by-step, practical information on how to become a high-performing "coach" (aka: leader). Highly recommend!
Anonymous 4 months ago
This book has been a life-changer for me. The Coaching Effect is one of those rare reads that gave me insights on how to improve my leadership abilities in the workplace, improve my interactions with family and friends and understand how and why coaching makes all the difference in how a team performs. I highly suggest this book as a must-read in 2019!