QUICK TAKES ON SALES COACHING

3tipsforcoachingsalesintroverts
April 15, 2021

If a post-​pandemic return to the office is in your plans, don’t count on all your team members being happy about the decision. The introverts on your sales team may have been more productive and enjoyed their work environment during the pandemic.

April 13, 2021

Today's younger sales reps expect more feedback and coaching from their sales managers. And their sales managers are hustling to meet the demands of upper management, worrying about meeting quota and putting out the latest fire. Sound familiar? This is where Sales Microcoaching™ can help. C. Lee Smith, President/​CEO shares the benefits of this concept and best practices in this insightful webinar.

repsbuildaledge
March 18, 2021

It’s easy for most of us, including your sales reps, to fall into the mindset of believing that life happens to them. If your reps build a ledge during the sales process, they can change their mindset and understand they can make their lives happen.

January 17, 2021

Kevin Harris is the President of Radical Mentoring. Before joining Radical Mentoring, Kevin led a sales team at Wells Real Estate Funds and served in sales positions at CNL and Atlas Energy. In this episode, we discuss: what is radical mentoring and how does it work; harnessing the full power of servant leadership to boost your business and personal results; and identifying your authentic self and applying it to your work life/​Leading with authenticity.

December 20, 2020

Bill Eckstrom is founder and CEO of EcSell Institute, the world’s first and only organization to measure and quantify leadership effectiveness. In this episode, we discuss: how one moment of truth made Bill embrace discomfort to greater performance; tips on how to force your team into discomfort and accelerated professional development; how to handle staff members who resist embracing the unknown and unpredictability; definition of The Growth Rings; and The Coaching Effect and how to implement it.

coachingsalesreps
December 15, 2020

Back in the day, a move to management meant you escaped the factory floor and day-​to-​day contact with line workers. In today’s organization, front level managers are tasked with many responsibilities, including the one that requires coaching sales reps.

SOLUTIONS FOR ELEVATING SALES COACHING EFFECTIVENESS

FREE GUIDANCE FROM LEADING EXPERTS

MAKING THE CASE FOR INVESTING IN 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

40% of sales reps only get coaching once or twice a month. And 18% get no manager meetings at all.

Voice of the Sales Rep Study, SalesFuel, 2020

61% of new managers do not receive management training and 69% do not receive coaching

Blanchard

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

Buyers rate two-​​thirds of B2B salespeople as average or poor

DiscoverOrg research, 2017

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

EXECUTIVE INTERVIEWS ON 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