Sales Coaching

// Elevating Sales Performance Through Coaching

// Quick Takes on Sales Coaching

May 12, 2019

Manage Smarter 69: Accountability and Buy-In Without the Drama

Accountability: How do you get it from your people and how can you actually transfer the responsibility for it onto your teams and make them WANT to give it to you? Cy Wakeman is a drama researcher, global thought-leader, and New York Times best-selling author who is recognized for cultivating a counter-intuitive, reality-based approach to leadership.

April 21, 2019

Manage Smarter 66: Why Training Fails And How To Fix It

Jason Forrest, founder and CEO at FPG (Forrest Performance Group), is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. In this episode, we discuss: Why 70% of training in U.S. businesses fails; how managers can change team behaviors to embrace and retain training, and how “Performance equals knowledge minus leashes”

April 7, 2019

Manage Smarter 64: Powerful Phrases All Managers Must Know

Brian Robinson is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. In this episode, we discuss: the Top 10 Power Phrases all managers need to know to motivate internal teams and external clients to action; his management strategy that resulted in selling one million dollars in business in 12 months; and how to craft great questions to elicit more informed, positive responses.

March 28, 2019

Why It’s Time to Embrace the Servant Leader Role

Today's buyers are savvy and well-informed. To succeed, it's time to employ the latest sales methodology. In a recent Manage Smarter podcast, James Rores, CEO of Floriss Group, author of the Collecting WINS Sales Methodology, and Founder of the Growth Multiplier Movement outlined how you can apply the servant leader approach to sales and sales management process.

November 18, 2018

Manage Smarter 47: The 4 Commitments of a Winning Team

Mark Eaton is a 7'4" NBA All-Star, motivational speaker, entrepreneur, and author. He is passionate about sharing his teamwork message and has spoken to many world-class organizations. His book, The Four Commitments of a Winning Team, is a blend between his intriguing personal story and his principles for team building. Even if you don’t follow professional basketball, we're certain you will enjoy it.

// Making the Case for Better Sales Coaching

43% of sales managers say conflicts and time constraints are the biggest barriers to using sales coaching effectively

ATD

Most sales teams are over-reliant on their top talent with the top fifth bringing in almost 60% of revenues

CSO Insights

A formal sales coaching process improves win rates up to 54%

CSO Insights

Only 1 in 5 reps get frequent sales coaching personalized to their unique needs

Voice of the Sales Rep Study, SalesFuel, 2017

Almost 75% of sales organizations waste resources due to random and informal sales coaching

CSO Insights

79% of sales leaders think they are good coaches, yet only 38% of reps agree

Harvard Business Review

Half of sales organizations say their sales force’s ability to optimize deal size needed improvement or major redesign

World Class Sales Practices Study

Most sales managers invest less than 8% of their time coaching their salespeople

"The Sales Manager's Guide to Greatness," Kevin F. Davis

Coaching will improve the results of the middle 60% of a workforce by up to 19%

Harvard Business Review

72% of salespeople are unable to connect offerings to buyer needs/challenges

SiriusDecisions

More than 60% of employees reporting to a manager that is not a good coach are thinking about quitting

Zenger|Folkman

// Free Guidance from Leading Experts on Sales Coaching

// On-Demand Webinars About Sales Coaching

// Interviews with SalesFuel Executives About Sales Coaching

SalesFuel CEO Talks About Rep’s Role in the Customer Journey on “Crack the Customer Code”

C. Lee Smith Featured on WABC Radio in New York

SalesFuel CEO Featured on The Bob Pritchard Radio Show on VoiceAmerica Business

SalesFuel CEO Appears on Take the Lead Radio


Topics covered on this page: Sales Coaching, Independent Sales Coaching, Customized Sales Coaching, Sales Coaching Strategies, Sales Coach, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, Adaptive Sales Coaching, Closing Sales, Sales Assessment, Sales Rep Assessment, Sales Motivators, Personalized Sales Coaching, Sales Engagement, People Skills, Adaptive Learning, Learning Sustainment, QuickCoaching, Quick Coaching, Microlearning, Sales Candidate, Sales Candidate Assessment, Sales Turnover, Toxic Employees, Sales Success, Sales Recruitment, Sales Recruiter, Sell Smarter, Hire Smarter, Sales Aptitude, Sales Technology, Sales Traits, Sales IQ, Sales Tech

If you don’t have time to coach your reps, when will you find time to replace them?

— C. Lee Smith