Sales Coaching – Who Is Doing It?

When it comes to sales coaching, we usually discuss the approaches that have been taken, the impact different approaches create and what organizations that don’t implement sales coaching the right way miss out on in terms of performance.
We usually assume that sales managers should be coaching their salespeople and that all enablement activities to develop coaching skills should be targeted to sales managers. In our 5th Annual Sales Enablement Study (coming soon!), we wanted to better understand who is coaching your sellers.
Sales coaching is delivered by various roles; sales managers only deliver 66.5% of the coaching. (Click to tweet)
 
Interestingly, 29.5% of organizations indicated that their sales enablement teams coach sellers directly, which means they have to get enabled first to be able to coach salespeople. I will focus on this in a follow-up blog post.
Another 18.9% work with external sales coaches, and 12.6% work with field sales coaches which is