What Kind of Sales Coach Are You?

Coaching is what separates good sales teams from great sales teams. According to recent research, 87% of on-the-job training and onboarding is lost within thirty days without coaching or reinforcement activity. But companies that spend at least three hours per month coaching each rep show 11 percent greater revenue growth than those that spend fewer than three hours per month.

While it’s universally understood that coaching is valuable, there’s no universally-agreed best methodology. Coaching styles vary by industry, by company, even by team. Do you manage a team of 25+ kick-ass sales reps for an industry-dominating firm? Your methodology will differ greatly from someone building a brand new team for a growing startup. Have you recently lost some sales managers, and have a high rep-to-manager ratio? Your coaching methodology will need to change accordingly.

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