Sales coaching is the enablement service that matters most in terms of business impact. This is a fact that CSO Insights has observed year over year. Improvement of win rates for forecast deals by 27.6% is absolutely achievable, if you follow a dynamic sales coaching approach. Do you already follow this kind of coaching approach? You can check by assessing your sales coaching maturity.
Now, how do you measure the impact of your sales coaching efforts? This is a question we asked our study participants for our 2017 Sales Enablement Optimization Study.
Most organizations measure the impact of sales coaching with lagging indicators such as quota attainment, win rates and revenue attainment.
Let’s look at these metrics in a bit more detail:
Quota attainment, which is the percentage of salespeople who achieve or exceed their annual quota, is the classic metric to measure sales force productivity (efficiency). Therefore, it makes sense to see how