A response to manager's concerns on the why behind sales coaching. Four reasons they typically fail to coach, and what to do about them.

1. Behind Sales Coaching
The WHY

2. 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

3. Despite compelling
research, most managers
neglect developing the
skill that can have the
biggest impact on sales

4. 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

5. Response #1
Don’t understand the benefits1

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

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

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

9. Response #2
Don’t feel they have enough time2

10. Sales managers work extremely long hours

11. Much time is spent helping sales reps solve problems
rather than enabling them to achieve more sales

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

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

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

15. Coaching needs to be seen as
genuinely helpful and focused
on sales rep development…

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

17. MOTIVATION
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE
COUNSELING
COACHING
Coaching is about Moving the Middle

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

19. Response #4
Don’t know how to coach4

20. While some
sales managers
may have natural
coaching instincts

21. There is no reason to expect a manager to coach without
coaching skills and a coaching process

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

23. Becoming a great sales coach requires time and dedication

24. It's not only worthwhile
in terms of business
impact…

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

26. Sales Coaching can drive
revenues up by 20% or more.
Help your Managers become
great coaches.
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27. By Norman Behar
@NormanBehar