The Edge That Will Help Sales Leaders Get Ahead

The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end.
Firms that coach their salespeople effectively rack up 9% higher sales than the rest. What’s more, the ones that are ineffective at coaching fall 6% below the average when it comes to achieving sales objectives.
That’s a 15% gap. And it’s a huge issue for many businesses today.
In fact, fewer than half (46%) of the firms we surveyed as part of our 2018 Sales Coaching Research study believe they are effective at coaching salespeople. Although 76% see coaching as important, the exact same number (76%) say that there is too little coaching happening.
Clearly effective sales coaching yields results. We know it’s important. We just don’t do it. Why?
Our research revealed a few reasons:
Lack of senior executive sponsorship: “Managers not held accountable for coaching” was one of the top obstacles to providing