Behind Sales CoachingThe WHY

Reps Achieving Quota

84%

Coaching: Needs Improvement

% Reps Making Quota

Sales Coaching Skills

89%

Coaching: Meets Expectations

95%

Coaching: Exceeds Expectations

Source: CSO Insights, 2015 Sales Performance Optimization

Company Coaching Programs

SALES COACHING empowers sales reps to improve selling skills and close more business

Despite compellingresearch, most managers

neglect developing the skill that can have the

biggest impact on sales

Why Managers Don't Invest

More Time in Sales Coaching?

Don’t understand the benefits

Don’t feel they have the time

Concerned about hurting sales rep’s confidence

Not sure how to coach

2

3

4

1

Response #1Don’t understand the benefits1

Sales coaching focuses on helping reps develop the skills, knowledge, and strategies that improve sales results

Reps gain better selling skills and stronger industry and product knowledge...

...and they know how to think about sales opportunities strategically to generate higher, more profitable sales

Response #2Don’t feel they have enough time2

Sales managers work extremely long hours

Much time is spent helping sales reps solve problemsrather than enabling them to achieve more sales

Their long-term objective should be to help their sales reps learn to solve many of these problems on their own

Sales coaching leads to a more productive, empowered, and motivated sales team, freeing up the sales manager’s time

Response #3Don’t want to hurt my sales rep’s confidence

3

Coaching needs to be seen as

genuinely helpful and focused

on sales rep development…

…and it is best focused on middle and higher performing reps with the capacity and desire to improve

MO

TIV

ATI

ON

PROFICIENCY

DIRECTING

TRAINING EMPOWERING

PERFORMANCE COUNSELING

COACHING

Coaching is about Moving the Middle

The ultimate goal is to improve sales rep performance and increase confidence to develop better selling skills

Response #4Don’t know how to coach4

While some

sales managers

may have natural

coaching instincts

There is no reason to expect a manager to coach without

coaching skills and a coaching process

There are a number of great sales coaching programs that sales managers can utilize

Becoming a great sales coach requires time and dedication

It's not only worthwhile in terms of businessimpact…

…but also for the satisfaction of seeing sales reps selling skills and confidence grow

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By Norman Behar

@NormanBehar