{"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: \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: \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: \u2022\tTop 4 methods high-growth companies use to develop sales coaches within their organization include: <\/strong> 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
\no\tIndividual productivity (63%)
\no\tCustomer satisfaction (59%)
\no\tIndividual quota achievement (58%)
\no\tEmployee satisfaction (51%)
\no\tBottom-line growth (55%)<\/p>\n
\no\tListening\/communication skills (67%)
\no\tProduct\/service knowledge (67%)
\no\tPresentation skills (63%)
\no\tSales process (62%)
\no\tEngaging prospects (55%)<\/p>\n
\no\tCustomer service reps (61%)
\no\tExternal\/field sales reps (57%)
\no\tBusiness development personnel (54%)
\no\tInternal\/digital sales reps (43%)<\/p>\n
\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