Episode 59: Desperately Seeking A Culture Of Coaching

Sales Coaching when done correctly reaps tremendous benefits on organizations. Unfortunately, the majority of companies either do not provide sales coaching to their reps or deliver half assed attempts at coaching. In addition, there are some glaring gaps and disconnects here. 82% of Sales leaders say they 'coach' their reps, yet only 48.2% of reps say they are actually coached. Sales leaders score themselves 79/100 on coaching prowess, yet their reps give them a score of 49/100 Geez!! The benefits of coaching are many: 112% increase in deal size 32% reduction in cycle time 3x increase in wins 20% reduction in attrition 64% greater chance reps will meet quota So why the hell isn't this a bigger priority for organizations !! Dan dives into two new articles on sales coaching and rants his way through the implications delivering some much needed answers on how we solve this critical issue. Get your headphones on and turned up! 🎧