Where is the biggest payback in coaching sales professionals?

An article from the Harvard Business Review.

Sales training, when coupled with ongoing coaching works, period. According to the Sales Executive Council, sales professionals that receive fewer than two hours a month of coaching average 90% of their assigned quota. Those that get more than three hours of coaching per month average 107% of quota.

However, not all coaching effort brings the same results. If you’ve got unlimited budget, no worries. If you’re like the rest of us and have a limited budget and limited bandwidth to improve your top line revenue, where’s the best place to put your money and effort?

In a January 31, 2011 Harvard Business Review Blog, Matthew Dixon and Brent Adamson studied the effect of coaching on the top 20% and the bottom 20% of sales teams and discovered that it is the middle 60% that will bring the biggest bang for the buck. Interestingly enough though, there was a corollary benefit to coaching the top group in the form of retention.

I have long maintained that sales management should be finding different jobs for the bottom 10% to 20% of their sales team each year. If the attention given to coaching, cajoling, threatening, and babysitting the bottom group was invested in the remainder of the sales team, you’ll have a better chance of making your number and you’ll have a happier sales force.

Caponi Performance Group and Contact Science jointly market the appointment setting solution called Coldcalling101™.  It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process.  We can be reached at 817 224-9900 or at bcaponi@caponipg.com. You can also find answers to many of your challenges in our many published articles on LinkedIn and in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and  Volume II: Efficiency, the Science of Appointment Making.


Share and Enjoy

Leave a Reply

Your email address will not be published. Required fields are marked *