QUICK TAKES ON SALES COACHING

practiceactivetimemanagement
July 22, 2021

If there’s one group of employees in any organization that feels routinely stressed and unable to finish all the tasks on their to-​do lists, it’s sales managers. In most organizations, sales managers take training and learn how to optimize the time they spend on each task.

July 16, 2021

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. 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.

countingto10worksformanagers
July 1, 2021

Before we respond to something that has surprised or angered us, we count to 10. We learned this rule as children. Have you ever thought about why counting to 10 works for managers and what happens to your brain while you’re counting? 

5ClosingPhrasestoSeal
June 17, 2021

They have checked all the boxes in the sales process. They just need to push the deal over the summit, but they are still getting a “no”. What are the top 5 closing phrases to seal the sales deal?

May 31, 2021

Over the past three decades, Don Long has founded or co-​founded six different companies to total over $100 million dollars in lifetime revenue. The last company he built went into the top 1,000 companies in the United States in that particular industry. He is the author of two books The Blueprint of God and the international bestselling book Sell or Don’t Eat. In this episode, we discuss: how to find Impact Areas that need addressing; COVID-​19 Communication frequency and style changes internal and external; incremental improvements over 12 months vs. once-​a-​year fixes; and how to create “Aliveness” in all your employees.

buildingasalesteamforyoursmallbusiness
May 4, 2021

Many business gurus claim there are only two critical functions in a well-​run organization: product development and sales. You may have product development skills, but in order to succeed, you need to be building great sales team for your small business. 

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