One of my roles as COO of Objective Management Group is to be the wrangler of the data we have from assessing nearly 1.8 million salespeople, and in doing so finding new ways to build data models that can help fuel our research. One of recent interesting data models I constructed allows us to dig into the correlation between our Sales Management Evaluation data and the Sales Evaluation data of the salespeople who report to those sales managers.
Before we continue... If you haven't read Dave Kurlan's article from September 6, 2018, Finally! Science Reveals the Actual Impact of Sales Coaching, take a quick detour and do so. Dave lays out the data showing that sales managers who devote at least 50% of their time to coaching have salespeople whose Sales Percentile is 28% higher than those managers who devoted little to none of their time coaching.
Reading this article, it got me curious about something... Clearly, the time a sales manager spends coaching has a HUGE correlation to the abilities of his/her salespeople. But what about the sales manager's coaching abilities?
How much of a difference do a sales manager's coaching skills make in the abilities of the salespeople, and is that impact greater or lesser than the impact of time spent coaching?Read More