Sales coaching! I didn’t write about it for a while for a simple reason: I was waiting for the 2018 data to come in. Based on our 4th Annual Sales Enablement Study (requires membership), let’s look at the latest trends. Before we do that, let’s recap where the industry was last year.
In 2017, the state of sales coaching started to change significantly for the better.
Earlier this year, I shared the 2017 data with you, and we reported that sales coaching is finally heading in the right direction. In a nutshell, 30.3% of organizations (more than ever before!) leveraged the tremendous performance potential of sales coaching by following a formal or dynamic sales coaching approach.
The bad news was that 69.7% of organizations were not able to leverage the potential of sales coaching: they couldn’t even achieve average performance because they left sales coaching up to their managers (“random” approach, 34.7%)
