Sales Gravy: Jeb Blount cover image

Sales Gravy: Jeb Blount

How Coaching Transforms Sales Performance and Culture (Ask Jeb)

Apr 2, 2025
Sales coaching is highlighted as a crucial driver for boosting performance and transforming culture. Just like elite athletes, sales reps need ongoing feedback to avoid stagnation and enhance their skills. The conversation emphasizes that training alone isn't enough; the application of knowledge through personalized coaching is key. With real-time coaching, teams can adapt and thrive, illustrating the power of effective leadership in sales. Ultimately, tailored coaching can be the game-changer for both individual reps and organizational success.
13:10

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Quick takeaways

  • Sales coaching is essential for maintaining high performance, preventing skill degradation, and ensuring ongoing motivation among sales professionals.
  • Effective sales leadership involves active engagement, with coaching being a critical pillar that bridges training knowledge and application for improved outcomes.

Deep dives

The Impact of Coaching in Sales

Coaching plays a critical role in enhancing sales performance and shifting the culture towards consultative selling. Sales professionals are compared to elite athletes, indicating that their skills can diminish without regular coaching or intervention. Research shows that without coaching, retention of training knowledge drops to about 13% after 90 days, whereas with consistent coaching, performance can increase fourfold. This illustrates the necessity of ongoing support to maintain high performance and to bridge the gaps in knowledge application beyond initial training.

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