According to a survey conducted by HubSpot, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it a “side gig.” As sales enablement continues to evolve, so too have the practices and supporting technologies. One such practice, one that was gaining traction Pre-Covid and has since exploded, is video sales coaching. With a remote salesforce, video sales (and recruiter) coaching has become a popular means for ensuring sales readiness for sales new hires and upskilling tenured sales reps.
The daily routine of a selling branch manager, sales manager or recruiting manager is nothing short of chaotic. From supporting recruiters and sales reps on calls to completing administrative tasks and monitoring sales activities to helping recruiters pre-close candidates, the list can seem never-ending. To top it off, branch managers are responsible for coaching and developing their people. Yet for most managers, coaching often feels like extra work which is why it frequently "slips through the cracks."
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Perhaps you've heard the management adage, you can’t manage what you don’t measure.
Studies show that sales coaching, not training or performance management is by far the most powerful tool for improving sales performance. Yet there are a number of obstacles that stand in the way of sales managers consistently providing effective sales coaching.
There are sales managers who coach, mentor and develop their salespeople and there are sales managers who don't. Sales managers who fail to coach are not necessarily bad managers, but they are neglecting an amazing opportunity and the most effective management practice for improving sales performance. In this blog post I’m going to share with you some of the key differences between sales managers who coach and those who neglect sales coaching. I’m also going to share with you three reasons why managers should dedicate more time to sales coaching,
Do you want to lead your sales team and each of your team members to achieve even greater success? As the manager do you want to increase the value of each of your team members? Of course you do! Sales coaching is the proven vehicle to make it happen. In fact, a study conducted by the American Management Association found that firms that provide optimal sales coaching achieve 17% greater annual revenue growth than those that don't. Another study conducted by CSO Insights found that organizations that have a formal coaching program achieve 28% higher win rates. Those are some pretty gaudy numbers, and the numbers don't lie. But you might be wondering, what exactly is sales coaching and what skills make a good sales coach?
What exactly is sales coaching and what does sales coaching entail? You hear a lot about sales coaching these days. It’s one of the key skills of the modern sales manager. In this blog post I'm going to provide an overview of sales coaching. Think of it is as sales coaching 101, the what, why and how.
Our lives have become inundated with feedback. Think about all of the apps on your phone that you use to grab a ride, rent a villa, book a hotel room, make dinner reservations. They all give you the option for feedback. It's all about feedback but manager feedback is not sales coaching. In fact, the difference between sales coaching and manager feedback is significant. So what is my issue with feedback?
Many sales organizations have invested more time, money and effort over the past few years training their sales managers to improve their sales coaching skills then they did in the previous twenty-five. This makes perfect sense when you consider a recent report conducted by the Sales Executive Council shows that no other productivity investment comes close to improving sales performance than sales coaching.
Anyone who has been in sales management for any length of time knows that the key to retaining salespeople and transforming average sales performers into top performers is sales coaching. Yet the roadblocks and reasons for sales managers not being able to consistently engage their salespeople in sales coaching is endless.