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Why Sales Coaching - value of sales coaching your salespeople to your sales management and leadership

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Sales coaching can be the lifeblood of an organization. When done effectively, sales coaching is the catalyst that improves sales results, team morale and employee retention.

Sales coaching supports salespeople engaged in sales activities and individual customized sales conversations where the salesperson’s responsibility is to help clients with their buying decisions.

Use this presentation to better understand the value of sales coaching your salespeople to help their clients with their buying decisions. As a by-product, your team members will sell more, better, sooner and more often.

Sales coaching involves influencing your salespeople's thinking, which, in turn, improves their sales behaviors and results in greater sales. Sales coaching has a cause-effect dynamic.

Use sales coaching to help your salespeople perform better.

Here's to sales coaching your sales team to sell more.

Published in: Business, Health & Medicine

Why Sales Coaching - value of sales coaching your salespeople to your sales management and leadership

  1. 1. Why Sales Coach
  2. 2. Coaching assists your sales team to discover more effective and profitable ways to sell American Management Association’s Coaching: A Global Study of Successful Practices (2008)
  3. 3. 52% of North American companies have sales coaching programs implemented American Management Association’s Coaching: A Global Study of Successful Practices (2008)
  4. 4. Of those companies without coaching programs, 37% are already planning to implement sales coaching American Management Association’s Coaching: A Global Study of Successful Practices (2008)
  5. 5. Why Sales Coach “A major Johnson & Johnson healthcare division attributes increases in sales of 26% in Japan and 28% in South Africa, and a 15% increase in facetime achieved with doctors in Holland to [sales coaching].” Integrity Solutions LLC, 2012 1. Increase in Sales
  6. 6. 1. Increase in Sales “In fact, even moderate improvement in coaching quality — simply from below to above average — can mean a six to eight percent increase in performance across 50% of your sales force.” Harvard Business Review Blog Why Sales Coach
  7. 7. 1. Increase in Sales “We’ve seen corporations as much as double their sales results with effective sales coaching.” Coaching and Sales Institute Why Sales Coach
  8. 8. 2. Greater Employee Retention “Sales Managers Who Are Effective Coaches Have Employees Who Are More Likely to Stay and Work Harder.” SEC 2007 Why Sales Coach
  9. 9. 2. Greater Employee Retention “41% of companies use coaching to improve employee engagement” American Management Association’s Coaching: A Global Study of Successful Practices (2008) Why Sales Coach
  10. 10. 3. Higher Client Satisfaction Results “Principal Financial Group had a 35% increase in overall customer effectiveness and a 32% increase in service beyond expectation.” Integrity Solutions LLC, 2012 Why Sales Coach
  11. 11. 4. Shorter Sales Cycles “In the first 90 days, three major deals closed, the pipeline doubled and sales cycle time dropped 40%.” Sales Overdrive, 2011 Why Sales Coach
  12. 12. Why Sales Coach Ensuring your sales coaching is effective will increase the likelihood that you will retain your good and top performing salespeople.
  13. 13. Why Sales Coach The effectiveness of your sales coaching will also impact the effort your team members put in to their sales role.
  14. 14. To learn how to sales coach more effectively, get your complimentary chapters at www.CoachingandSalesInstitute.com

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