5 Ways to Create a Successful Sales Coaching Program

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance.
Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites:
CEB Coaching Effectiveness Survey Findings:
Coaching effectiveness: 19% improvement in performance
Time in field: 17% increase in performance
Coaching improves sales rep engagement
CSO 2015 Sales Management Optimization Study:
Formal coaching process: 17% improvement in sales win rate
Organizations that have a team of strong sales coaches will significantly outperform their competitors who have weak sales coaches.
Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018.
 
Sales leaders acknowledge the positive impact of sales coaching. Only 53%