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