Only 15% of companies do the right amount of coaching, leaving most with a lot of work to do.
Successful sales coaching requires the collaboration of sales enablement, sales managers and reps on the design, execution and participation of the program.
Too often front-line sales managers (and a lot of senior managers) try to “manage” sales professionals to improved performance or out of dry spells, instead of coaching them.
Coaching is the kale of sales organizations. We know it’s healthy, and it’s trendy, but few actually put it on their plate.