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Sales Coaching: Real-deal Enablement is Essential

Aberdeen Group

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Real-time Deal Coaching is Essential

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The strongest-performing sales operations managers add

real-time deal coaching elements to their educational

activities in order to achieve superior business results.

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Real-time Deal Coaching Achievements

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Formally coached sales teams achieve:

• 15% higher lead-conversion rates (marketing-generated leads that close)

• 14% shorter average sales cycles or time-to-close

• 11% stronger total team attainment of annual sales quota

• 7% more new sales reps achieving their adjusted first-year quota

• 6% more sales reps hitting their individual numbers

… As compared to all others

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Taking Training beyond the Basics

How do best-in-class companies differentiate their sales coaching practices from under-

performing firms?

1. Winning organizations are 26% more likely to move

beyond basic, generic training on products, prices, and

messaging to a formal one-on-one coaching methodology that is specific to individual deals in the pipeline or key

accounts

2. Winning organizations are 61% more frequently turning

to external consultants or trainers for assistance.

AND

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Real-time Deal Coaching Achievements

With better coaching and consulting around individual deals on a regular basis, the savviest sales organizations help avoid both the emotional stress and financial hits generated by unnecessarily extended sales cycles.

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Download the Full Report

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To download the full Aberdeen Group Report, click here: http://hubs.ly/y0z3NK0

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