Essential Elements of a World-Class Sales Coaching Program
A recent study shows that while close to 90% of organizations provide some sort of coaching to their salespeople, 65% of those programs are considered ineffective.
The Brooks Group has teamed up with Training Industry, Inc., a research organization focused on best-practices in sales team effectiveness, to get to the bottom of the current state of sales coaching. We uncovered some really eye-opening stats around what works – and what doesn’t – as it relates to the amount of time, energy and effort a successful coaching program requires.
Here’s the bottom-line:
If sales managers aren’t formally trained to coach their sales reps to become more successful on their own, then they’ll constantly remain in the activity trap of:
- Closing deals
- Supporting ineffective reps
- Managing accounts that sales reps should be managing themselves
And our research shows that’s not where they should be spending their time.