{"id":953880,"date":"2020-01-24T21:27:03","date_gmt":"2020-01-25T05:27:03","guid":{"rendered":"http:\/\/customerthink.com\/?p=953880"},"modified":"2020-01-25T23:12:09","modified_gmt":"2020-01-26T07:12:09","slug":"investment-in-sales-coaching-is-a-long-term-play-but-research-proves-its-effectiveness","status":"publish","type":"post","link":"https:\/\/customerthink.com\/investment-in-sales-coaching-is-a-long-term-play-but-research-proves-its-effectiveness\/","title":{"rendered":"Investment in Sales Coaching is a Long-Term Play, but Research Proves its Effectiveness"},"content":{"rendered":"

At ValueSelling Associates<\/a>, we’ve recently completed a study that finds 67% of B2B companies that have a multi-year sales coaching program in place experience high revenue growth.<\/p>\n

In addition, the research found that 60% of high-growth companies use coaching as an integrated part of a sales training program.<\/p>\n

Great sales leaders know there is a cause and effect relationship between developing their teams and achieving their revenue goals. A winning sales team uses a consistent sales methodology and implements sales coaching as an essential part of a sales training program to make sure the entire customer-facing team will reach their next level of performance and excellence.<\/p>\n

ValueSelling Associates, Inc. and Training Industry, Inc. surveyed online 330 U.S. learning professionals responsible for sales training within a wide range of industries to explore the role of sales coaching within B2B companies. <\/p>\n

Key study findings include:<\/p>\n

\u2022\tMeasuring the impact of your sales coaching program is of critical importance.<\/strong> Companies with the best coaching programs measure the impact of coaching in many ways to get a complete picture of their performance. High-growth companies expect significant outcomes from their investment in sales coaching, including:
\no\tIndividual productivity (63%)
\no\tCustomer satisfaction (59%)
\no\tIndividual quota achievement (58%)
\no\tEmployee satisfaction (51%)
\no\tBottom-line growth (55%)<\/p>\n

\u2022\tTop 5 most effective coaching skills.<\/strong> The best sales coaching programs focus on a wide range of skills. No two sales engagements are the same, and sellers need a broad skill set to consult with clients and close deals. These five skills were always or almost always effective when supported by sales coaching in high-growth companies:
\no\tListening\/communication skills (67%)
\no\tProduct\/service knowledge (67%)
\no\tPresentation skills (63%)
\no\tSales process (62%)
\no\tEngaging prospects (55%)<\/p>\n

\u2022\tServing the entire sales organization with sales coaching enables the sales function to operate at a high level.<\/strong> High-growth companies focus on a variety of sales roles, and provide sales coaching to:
\no\tCustomer service reps (61%)
\no\tExternal\/field sales reps (57%)
\no\tBusiness development personnel (54%)
\no\tInternal\/digital sales reps (43%)<\/p>\n

\u2022\tTop 4 methods high-growth companies use to develop sales coaches within their organization include: <\/strong>
\no\tPair existing coaches with new coaches (58%)
\no\tProvide training courses aimed at basic coaching competencies (56%)
\no\tSend potential coaches to external programs or certification courses (54%)
\no\tHire external coaches to train internal coaches (40%)<\/p>\n

To download the ValueSelling Associates and Training Industry e-book, \u201cMaximizing Performance with Sales Coaching,\u201d visit: <\/strong><\/a>https:\/\/www.valueselling.com\/maximizing-performance-with-sales-coaching<\/a> The e-book shares best practices used at high-revenue growth companies to manage effective sales coaching programs. <\/p>\n

To download the accompanying infographic, visit: <\/strong>https:\/\/www.valueselling.com\/hubfs\/Infographics\/VSA_Infographic_MaxPerformanceSalesCoaching011320.pdf<\/a><\/p>\n

\"infographic
7 Sales Coaching Best Practices<\/figcaption><\/figure>\n","protected":false},"excerpt":{"rendered":"

At ValueSelling Associates, we’ve recently completed a study that finds 67% of B2B companies that have a multi-year sales coaching program in place experience high revenue growth. In addition, the research found that 60% of high-growth companies use coaching as an integrated part of a sales training program. Great sales leaders know there is a […]<\/p>\n","protected":false},"author":13364,"featured_media":886465,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[128,85],"tags":[],"_links":{"self":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts\/953880"}],"collection":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/users\/13364"}],"replies":[{"embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/comments?post=953880"}],"version-history":[{"count":8,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts\/953880\/revisions"}],"predecessor-version":[{"id":953933,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/posts\/953880\/revisions\/953933"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/media\/886465"}],"wp:attachment":[{"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/media?parent=953880"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/categories?post=953880"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/customerthink.com\/wp-json\/wp\/v2\/tags?post=953880"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}