Most sales leaders know they should be coaching their reps more. But sales coaching is a broad idea—and its interpretation is often left to chance.
According to the Sales Management Association, formal sales coaching strategies tend to be poorly executed or non-existent. The association’s recently published research report, Best Practices for Supporting Sales Coaching, highlighted several key points of interest:
- More than half (55%) of all the firms surveyed have ineffective coaching programs
- An overwhelming 77% of firms said they don’t provide enough coaching to their salespeople
- Implementing an effective coaching program optimized for coaching quality and quantity can help grow revenue up to 16.7% faster
So you probably agree that sales coaching is important, but what exactly does high quality sales coaching look like?
Check out these popular sales coaching posts from 2016. Each one spells out the high-gain coaching activities that sales managers should be executing with their teams.
- The Sales Coaching Best Practices Series: One-to-One Meetings
- The Sales Coaching Best Practices Series: Team Meetings
- The Sales Coaching Best Practices Series: Joint Sales Calls (aka Ride-Alongs)
- The Sales Coaching Best Practices Series: Evaluation and Feedback
- The Sales Coaching Best Practices Series: Career Development Plans