Next Level Sales Coaching

1The Case for Sales Coaching

IN OVER 50 YEARS' combined experience training and coaching salespeople and their sales managers, we find that many of our clients share the same goals: to increase market share, revenue, and profitability.

Market share improves when sales performance improves. Sales performance improves when sales teams are better trained and coached, because it creates a cycle in which salespeople feel better about themselves and their career, experience more success, stay longer, and achieve even higher levels of success.

“Of all the codes Gallup has been asked to crack dating back 80 years to our founder, George Gallup, the single most profound, distinct and clarifying finding – ever – is probably this one: 70% of the variance in team engagement is determined solely by the manager” (Clifton and Harter 2019, 12).

Employee engagement drives retention, higher levels of buyer engagement, revenue, share price, and market share. The Gallup research validates everything we have learned over many years of helping companies improve the performance of their sales teams. Sales managers matter, you matter, and you can make a big difference!

Figure 1.1 Relative Impact on Engagement

Dynamic Sales Coaching is Better than Random Sales Coaching

While implementing sales coaching programs for our clients' sales leadership teams, it is not uncommon for them to express very ...