Sales teams who coach their sales reps on developing their skills, improving their mindset and boosting their motivation have a 15% performance advantage over those who do not, according to research from the Sales Management Association. But most sales team fail to realize these benefits through their current 1‑on‑1 coaching sessions.
Despite what some consultants say, the answer is dramatically more time spent on 1‑on-1s. One reason is sales managers feel far less confident in having "skills and wills" conversations than conducting pipeline reviews. Besides, sales managers are hustling to meet the demands of upper management, worrying about meeting quota and putting out the latest fire.
This is where Sales Microcoaching™ can help — especially in all-too-common situations where more 1‑on‑1 coaching time is not realistic, nor sustainable, long-term.
This 15-minute presentation from the virtual stage of Selling Power's Sales 3.0 Conference gives you the highlights of what sales microcoaching is and how it will help you achieve that 15% lift by having your rep spend just 2 minutes a day.