Bill Gates used this phrase to open his TED Talk with impact. Interestingly, the point he emphasizes — and the single common attribute of all high-performing individuals, from CEO billionaires and singers on The Voice, to Hollywood celebrities and Olympic athletes — is the best of the best have great coaches. Sales managers and reps need great coaches, too.
Sales coaching is all about looking forward and developing your people to increase their performance, and it’s growing in importance. High-revenue growth companies are reaping the rewards; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program.
These are a few of the research findings from a study on “Maximizing Performance with Sales Coaching.”
Investing in sales coaching pays off. There is a cause and effect relationship between developing your people and your sales results. Although this may seem like common sense, too many companies ignore the connection or don’t act on it. Research shows that 53% of individuals who work at companies that achieve high-revenue growth believe sales coaching is always or almost always effective. In essence, these high-revenue growth companies invest more in coaching and get better results than lower revenue growth companies.
“Coaching is about looking forward and developing people.”
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