Aberdeen Group Research: Sales Coaching: Real-deal Enablement is Essential

1. SALES COACHING: REAL-DEAL
ENABLEMENT IS ESSENTIAL
ABERDEENGROUP

2. REAL-TIME DEAL COACHING IS ESSENTIAL
The strongest-performing sales operations managers add
real-time deal coaching elements to their educational
activities in order to achieve superior business results.

3. REAL-TIME DEAL COACHING ACHIEVEMENTS
• 15% higher lead-conversion rates (marketing-generated
leads that close)
• 14% shorter average sales cycles or time-to-close
• 11% stronger total team attainment of annual sales quota
• 7% more new sales reps achieving their adjusted first-year
quota
• 6% more sales reps hitting their individual numbers
Formally coached sales teams achieve:
… As compared to all others

4. TAKINGTRAINING BEYONDTHE BASICS
How do best-in-class companies differentiate their
sales coaching practices from under-performing
firms?
1.Winning organizations are
26% more likely to move
beyond basic, generic training
on products, prices, and
messaging to a formal one-on-
one coaching methodology
that is specific to individual
deals in the pipeline or key
accounts
2. Winning organizations
are 61% more frequently
turning to external
consultants or trainers for
assistance.
AND

5. REAL-TIME DEAL COACHING ACHIEVEMENTS
With better coaching and consulting around individual deals
on a regular basis, the savviest sales organizations help
avoid both the emotional stress and financial hits
generated by unnecessarily extended sales cycles.

6. DOWNLOADTHE FULL
REPORT
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7. About Richardson
Richardson is a global sales training and performance improvement company focused on
helping you drive revenue and grow long-term customer relationships. Our market proven
sales and coaching methodology, combined with our active learning approach, ensures that
your sales teams learn, master, and apply new behaviors when and where they matter most
— in front of the buyer. Get to know us and learn about how we help drive the world’s most
inspiring sales organizations to their next level of excellence.
www.Richardson.com
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