Helping sales people put their new skills in to practice provides a massive performance boost

Coaching and managing are different skills and are geared for different outcomes. When we coach, we encourage our team mates to explore new possibilities and take ownership for the practical application of a new skill. We encourage and we challenge.

Effective coaching can improve performance by almost 20% (Source: Sales Executive Council)

Learning new skills and techniques is part of the formula for success. The other dimension is helping sales people put their new skills in to practice. Beyond skills reinforcement, a good coach can help sales people solve difficult sales challenges and take ownership for the solution implementation. Coaching effectively requires skills to be developed that are part of a solid performance coaching framework. Our framework combines industry standard elements and techniques that pilots use to self-coach in emergencies.

Distribution of Relative Sales Rep Performance by Coaching Effectiveness

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