The data speaks for itself: Sales coaching matters a lot. To be precise, sales coaching matters most. It’s the only enablement service that leads to 2-digit improvements in win rates for forecast deals year after year.
Based on our 2018 data, 40% of organizations leverage the tremendous potential of sales coaching… and 60% of organizations don’t leverage the performance potential of sales coaching at all. (click to tweet)
The 40% could improve their win rates by 10.5% in the case of a formally implemented coaching approach, or by 16.6% in the case of a dynamic coaching approach tailored to match the specific enablement services for sellers. You can find all the details here.
The 60% achieve only average results if they follow an informal approach to sales coaching (there might be just a coaching guideline), or even worse if they follow a laissez-faire approach where “sales coaching is left up to our managers.”
