best practices in sales coaching across the workforce
TRANSCRIPT
Best Practices in Sales Coaching across the WorkforceWritten by: Richardson and Training Industry, Inc.
The Value of Coaching
Coaching is an interactive process between a coach and an employee that focuses on improving abilities, setting goals, and supporting behaviors that lead to better business outcomes.
Sales Training vs. Coaching• Teaching new skills
or knowledge• Emphasizing
employee strengths and performance improvement
The Research
The Study: How are organizations across industries supporting sales coaching, focusing on leadership alignment, communication plans, and metrics in sales training strategy?
When: Q4 of 2015
Who: 266 Companies
What: Companies completed a confidential survey, reporting their companies' use of coaching programs in support of sales personnel.
7 Best Practices Based off of the Results
1. Effective coaching programs are frequent
2. Effective coaching programs benefit from a formal structure
3. Effective coaching programs use external professionals
4. Ensure coaches are prepared with the skills they need to coach
5. Foster participation through gamification
6. Use multiple learning tools
7. Ensure coaching programs meet the needs of sales employees
Key Findings
• 53% of sales coaching programs have a formal structure
• 26% of the most effective sales coaches are top-performing sales reps
• 67% of respondents said that personalizing learning areas of need was the most important sales coaching behavior
Sales Coaching across Employee Generations
Sales coaching programs were examined across 3 generational cohorts:
Baby Boomers (born between 1946-1964) Generation Xers (born between 1965 and 1980) Millennials (born between 1980- and mid 90’s)
Sales Coaching across Employee Generations
The combination of different levels of sales experience and different career backgrounds may lead to coaching dynamics succeeding where others would fail.
“68% of respondents said that companies were most effective at meeting the needs of Generation X
employees”
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