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Whitepaper Download: Does Sales Coaching Work? Should you invest in sales coaching to grow revenue, increase margins and drive sales rep performance?
The short answer is yes. With the majority of sales training programs failing to “move the needle” in terms of increased revenue, decreased costs, or increased productivity, it is imperative that companies focus on relevant skills and invest in skill adoption to get results. This whitepaper download discusses how targeted sales coaching is one of the keys to successful sales performance.
While we have believed in treating skill building as a change initiative instead of a training event for years, our recent study of 121 sales professionals and their managers at a major North American financial services firm, amplifies the impact of manager involvement on behavior and performance change. The research clearly shows that sales coaching conversations are linked to changes in leading indicators (skills) and lagging indicators (new revenue). Every change effort, training initiative, or development program must include more than the “training” of new knowledge and skills. Sales Manager coaching is a key link to getting measurable results.
If you are struggling to get managers and senior executives more involved in your sales training and development initiatives, this sales coaching best practices article is for you. It outlines the link between Sales Coaching and skill application, revenue, and overall success.
To download the Does Sales Coaching Work? Best Practices Whitepaper, please complete the form to the right.
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