7 Keys to Building a Sales Coaching Culture
Article | Kevin F. Davis

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CSO Insights’ 2017 Sales Manager Enablement Report compared the win rates on forecasted sales opportunities between companies with a formalized approach to coaching—meaning there is a standard approach used by all sales managers—to those companies where coaching strategies were entirely left up to the manager or done informally. Their findings provide proof as to why a sales coaching initiative at your company is so important: companies who had adopted a formal approach to sales coaching achieved a win-rate on forecasted deals that was 19% higher.

In short, developing a strong sales coaching culture offers a great ROI. And great leverage: Each sales manager trained is then empowered to improve the win rates of every sales rep on their team. Here are seven keys that will move you in that direction.

Kevin F. Davis is the president of TopLine Leadership, Inc., and author of The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top.  

In his new book, Kevin describes practical strategies, skills, and tools that you can apply immediately to move your sales team ahead of the pack.

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