Spending more than three hours a month on coaching sales staff increased goal attainment 17% compared to two hours or less, a study by the Sales Executive Council found.
Despite the generally accepted idea that sales coaching leads to higher goal attainment, many in sales management and even industry coaches can be unsure where to start. Often, managers make the mistake of directing their sales staff rather than coaching them, which leads away from the desired response.
“When leaders give orders they succeed in conditioning their people to wait for those orders, resulting in a decline in initiative and overall engagement,” writes David Priemer in 4 Killer Tips for Supercharging Your Sales Coaching Sessions. (more…)