It shouldn't be a surprise that employees apply more of what they learn when training is supplemented with coaching. But how frequently does that happen and how effective is the coaching when it does happen? You might be surprised...
Dave Kurlan shared some mind blowing statistics from Objective Management Group (OMG) in this 2009 article about sales leaders. Please take a moment to read that and then return here.
Many sales leaders are not having appreciable impact on the sales force. Since the majority of Presidents and CEO's rise to their positions from technical, operations and finance roles, they may not see how important it is for sales managers to be coached. Sales VPs and Directors may have come from similar backgrounds where sales management coaching did not take place and as a result, may not know the importance of providing high impact coaching like this..
In this short video I discuss this challenge and offer a recent client experience.
If you want to be a better coach, why not attend our Sales Leadership Intensive later this month. Click on this link for more information.