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The Coaching Effect : What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth Hardcover – April 2, 2019

by Bill Eckstrom (Author), Sarah Wirth (Author)

283 ratings

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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.

Editorial Reviews

Review

''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

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.

Product details

Publisher ‏ : ‎ Greenleaf Book Group Press (April 2, 2019)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 200 pages
ISBN-10 ‏ : ‎ 1626346097
ISBN-13 ‏ : ‎ 978-1626346093
Item Weight ‏ : ‎ 15.3 ounces
Dimensions ‏ : ‎ 6.3 x 1 x 9.1 inches

Best Sellers Rank: #215,449 in Books (See Top 100 in Books)
- #285 in Business Mentoring & Coaching (Books)
- #1,285 in Leadership & Motivation

Customer Reviews:
283 ratings

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Bill Eckstrom
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Bill Eckstrom is an executive, entrepreneur, mentor, student, husband, and father. His primary passion is growth - especially how coaches and leaders impact the growth and performance of individuals and teams. This passion inspired Bill to launch 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. EcSell’s science and programming on the role of the coach has been changing the behaviors, activities, and performance in diverse industries from athletic teams to businesses around the world.
As a result of his experiences, his company’s findings, and his public speaking skills, Bill’s work as a keynote speaker is internationally renowned. Audiences have called him “profoundly authentic,” “highly entertaining,” and more. Bill is most proud of the fact that the material he presents is rooted in EcSell’s research and hard data - no motivational fluff. He has presented to hundreds of groups and is a popular guest on podcasts and shows around the world. Bill was invited to the TEDx stage in 2017, and his talk entitled “Why Comfort Will Ruin Your Life” is the fastest growing TEDx Talk in the history of the event.
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Sarah Wirth
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Sarah Wirth has nearly 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 revenue. In 2009, she joined a publicly traded organization as the Vice President of Client Service, increasing client contract retention by 36%.
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 Institute clients 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 and common-sense approach to their application, make her a sought after presenter and podcaster.
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283 global ratings

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Customers find the book highly readable, with one noting it's a must-read for coaches. Moreover, the information quality receives positive feedback, with customers appreciating how it provides specific ideas that can be immediately applied to coaching engagements.

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Readability Information quality

9 customers mention "Readability"9 positive0 negative

Customers find the book well worth reading, with one customer noting it's a must-read for coaches and aspiring coaches.

"This was a good read. I liked that the ideas were based on research rather than just opinion...." Read more

"It was a good read but wanted to get that bit more on how to make my coaching practice more effective...." Read more

"Great book with lots of ideas and great examples to help get the message across." Read more

"A must read for every coach or aspiring coach ... A brilliant model explained easily, which can be immediately applied to your coaching engagements..." Read more

7 customers mention "Information quality"7 positive0 negative

Customers find the book informative, particularly for new leaders, and appreciate that it provides specific ideas that can be immediately applied to coaching engagements. One customer notes that the content is based on research.

"I liked this book a lot. The ideas were really specific and actionable so by the end of the book, I felt like I had a bunch of takeaways I could..." Read more

"This was a good read. I liked that the ideas were based on research rather than just opinion...." Read more

"Great book with lots of ideas and great examples to help get the message across." Read more

"...A brilliant model explained easily, which can be immediately applied to your coaching engagements and commitments for your client's benefit...." Read more

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Ann K. Reeg
Excellent Read - Great Strategies!
Reviewed in the United States on July 19, 2019
Verified Purchase

I liked this book a lot. The ideas were really specific and actionable so by the end of the book, I felt like I had a bunch of takeaways I could actually use to be a better coach. Plus, the writers shared a lot of stories and data to reinforce their points so it wasn’t just one person’s opinion like most business books.

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4 people found this helpful

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Kyle DeYoung
Worth your time
Reviewed in the United States on August 18, 2019
Verified Purchase
This was a good read. I liked that the ideas were based on research rather than just opinion. And all the stories made it less dry than most business books. Plus I walked away with a lot of specific ideas and how to use them. I’d recommend it.

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4 people found this helpful

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Riaan Steenberg
Good read
Reviewed in the United States on July 21, 2020
Verified Purchase
It was a good read but wanted to get that bit more on how to make my coaching practice more effective. Felt that it described the problem but was light on the solution.

Would recommend it thoroughly as it challenges the notion that managers known what they are doing.

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One person found this helpful

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Daniella Sardi
It’s all about your leader!
Reviewed in the United States on February 5, 2022
Verified Purchase
Great book with lots of ideas and great examples to help get the message across.

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Javier Cardenas
Excellent book!
Reviewed in the United States on November 12, 2019
Verified Purchase
A must read for every coach or aspiring coach ... A brilliant model explained easily, which can be immediately applied to your coaching engagements and commitments for your client's benefit. Thumbs up!

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2 people found this helpful

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ServantofGod
Some good ideas. Not outstanding or inspiring as a book.
Reviewed in the United States on October 9, 2021
Surprised to find that many 5 star ratings here. IMHO, it can be better organized.

p.s. Below please find some favorite passages of mine fyi.
There is a correlation between high performing teams and managers who create healthy discomfort for those on their team. Pg4
Coaches develop relationships, order, and complexity to maximize individual and team performance. Pg50
R+O+C=P : Relationship + Order + Complexity = Performance pg51
Coaching, for almost every organization, has always been considered a soft skill: what differentiates a soft skill from a hard skill is measurability. Pg51
Data, as it applies to human behavior and performance, is only worthy if it is used to make decisions about how a person can grow.
If we could offer only one piece of advice to coaches who want to improve their feedback, it would be to ask more questions. Pg125
Where do you see yourself fin five years? Overly broad questions like this can be difficult for people to answer unless they’ve already thought about their career goals and have identified specific priorities they have to achieve them. Pg136
Engaging, open-ended questions focused on (1. Overall goals and needs 2. Current role goals and needs 3. Potential future roles) can help create an effective dialogue between you and your team member. Pg137
Four steps to implement coaching processes and create high growth coaching cultures:-
1. Measure
2. Educate and train
3. Implement
4. Track and analyze
An individual’s current skill set is of secondary importance to their ability to learn new knowledge, skills, and behaviors that will equip them to respond to future challenges. Our focus must shift to finding and developing individuals who are continually able to give up skills, perspectives, and ideas that are no longer relevant, and learn new ones that are. Pg154
Behavior precedes belief- that is, most people must engage in a behavior before they accept that it is beneficial; then they see the results, and then they believe that it is the right thing to do… implementation precedes buy-in; it does not follow it. – Douglas Reeves pg158
Most decisions are not binary, and there are usually better answers waiting to be found if you do the analysis and involve the right people. – Jamie Dimon pg161

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One person found this helpful

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Mark Hunter
Proven strategies....loved it!
Reviewed in the United States on April 7, 2019
Verified Purchase
The entire book is gold as the authors not only share strategies but they share specific examples from companies they have worked with. I found the chapter on meetings to be especially beneficial as they not only point out the issue but they provide solutions. Well worth reading... it has a return on investment written all over it regardless of the organization you might be in.

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9 people found this helpful

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Jessica Phaup
Great Coaching insights!
Reviewed in the United States on May 1, 2021
Verified Purchase
This was a great book. Very helpful with our coaching we are doing with our sales team

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One person found this helpful

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Top reviews from other countries

Laura
It had to be a gift
Reviewed in Germany on July 27, 2019
Verified Purchase

Unfortunately but I'm extremely unhappy with the purchase.
It had to be a gift, but the book came not correctly glued and I had to figure out something else.

I bought a new book, and paid money for receiving a new book.
But received a trash and I'm really disappointed.

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Laura

It had to be a gift

Reviewed in Germany on July 27, 2019
Unfortunately but I'm extremely unhappy with the purchase.
It had to be a gift, but the book came not correctly glued and I had to figure out something else.

I bought a new book, and paid money for receiving a new book.
But received a trash and I'm really disappointed.

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One person found this helpful
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Hugo Linares
Not recommended book
Reviewed in Mexico on December 9, 2020
Verified Purchase
I don't recommend it, boring, nothing new

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