Sales Coaching

IStructured Sales Coaching positively impacts business outcomes.ndustry research is clear, structured coaching is one of the most powerful tools for increasing the effectiveness of sales teams.

Sales Coaching Definition

Sales Coaching is the result of personalizing sales training to the individual seller to improve specific skills or a specific situation. – John Moore, The Collaborator

Sales Enablement and Revenue Enablement teams should seek to integrate coaching into their organization, but recognize that, depending on their own backgrounds, they may or may not have the skills themselves.

  • If you have never sold, and have not been formally trained to coach, don’t try to do it yourself.
  • Research shows that ad hoc coaching by your sales managers leads to poorer outcomes — you must have a formal, structured, approach.
Coaching Statistics

👉According to Vantage Point Performance, effective coaching can improve win rates by as much as 29%.

👉According to Aberdeen Research, companies that provide real-time, deal-specific coaching increased revenue by 8.4% year-over-year – a 95% improvement over companies that don’t provide that level of coaching.