4 Ways to Build a Metric-Based Sales Coaching Culture

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4 Ways to Build a Metric-Based Sales Coaching Culture

  1. 1. 4 Ways to Build a Metric-Based Sales Coaching Culture Jon Birdsong
  2. 2. What’s More Important than Leads?
  3. 3. Nothing
  4. 4. Your People
  5. 5. “Could it be that we have become so consumed with automation, calibration, tools, and fads that we have forgotten about the people in sales?” - Trish Bertuzzi and Steve Richards State of Sales Management 2014: Leading and Retaining Sales Reps
  6. 6. “52% of North American companies implement sales coaching, and 37% of the remaining 48% are planning to implement sales coaching” - American Management Association
  7. 7. “Training + Coaching led to an increase of 88% in productivity, versus 23% from training alone” - Centre for Management and Organizational Effectiveness
  8. 8. Your People Who Performs Sales Coaching in the Audience?
  9. 9. 4 Ways to Build a Metric-Based Sales Coaching Culture
  10. 10. I. Define Your Metrics
  11. 11. II. Continually Monitor
  12. 12. III. Create a Cadence of Coaching
  13. 13. IV. Refine and Improve
  14. 14. “Every pieces of data is an arrow pointing to an area of opportunity for improvement.” - Trish Bertuzzi The Bridge Group Inc.
  15. 15. Recap: 1. Define the Metrics 2. Continually Monitor 3. Create a Cadence 4. Refine and Improve Thank You!

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