Sales Coaching

// Quick Takes on Sales Coaching

June 13, 2019

Why Training Without Coaching Doesn’t Work

Jason Forrest, founder and CEO at FPG (Forrest Performance Group) is the winner of five international Stevie Awards for his training programs. During a recent Manage Smarter podcast, I asked Jason why so many training programs don’t impact the bottom line as much as business leaders hope.

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.

// Making the Case for Better Sales Coaching

Managers who coach effectively have employees that are 40% more engaged, exhibit 38% more discretionary effort and are 20% more likely to stay at their organization

Gartner

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

42% of managers say they lack the confidence to develop the skills their employees need today

Gartner

Only 30% reps get frequent sales coaching personalized to their unique needs

Voice of the Sales Rep Study, SalesFuel, 2020

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

// On-Demand Webinars About Sales Coaching

// Interviews with SalesFuel Executives About Sales Coaching

C. Lee Smith Talks About Sales Coaching and Hiring in a COVID-19 Economy

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


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