Sales Coaching

// Elevating Sales Performance Through 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.

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.

April 4, 2019

Seven Things Good Sales Leaders Do

Peo­ple love to fol­low lead­ers who know where they are going and who care about their fol­low­ers. Even those who con­sid­er them­selves to be lead­ers are usu­al­ly will­ing to fol­low oth­ers who seem focused and col­lab­o­ra­tive.

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.

Jan­u­ary 3, 2019

What To Do About The Sales Rep You Shouldn’t Have Promoted

Carter Cast has uncov­ered the key rea­sons that good peo­ple — tal­ent­ed, moti­vat­ed, got-game peo­ple — run into trou­ble when they move from con­tribut­ing to man­age­r­i­al roles. This is fas­ci­nat­ing research, espe­cial­ly in the con­text of a sales orga­ni­za­tion where so many great reps fail to make the leap to suc­cess­ful man­agers.

// 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 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