Welcome to 2019! After I showered you with an abundance of our 2018 sales enablement highlights in December, let’s begin this year with sales coaching, a must-have sales enablement service, and how to implement a “fast lane” as announced in December.
We discussed that, year after year, formalized sales coaching approaches lead to two-digit improvements of win rates and quota attainment, compared to a recent study’s average performance data.
However, we also see that many organizations struggle with implementing a formalized coaching framework that consists of a coaching process, sales manager development, coaching guidelines and tools, aligning coaching services to the enablement services for salespeople, strong sales leadership, measuring success and reinforcing what works and adjusting what doesn’t. Only 7.4% of organizations apply such a full-blown dynamic approach, and they see the biggest impact with a win rate improvement up to 16.6%.
For many organizations, even creating a comprehensive business case for
