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Here are some striking statistics that demonstrate the importance of effective coaching, and the current lack of resources invested in management training:

75 percent of sales organizations waste resources due to random and informal coaching approaches
Formal or even dynamic coaching helped more salespeople achieve their quota by 10 percent
Over 60 percent of salespeople are more likely to leave their jobs if their managers are poor coaches
Companies with dynamic coaching programs achieve 28 percent higher win rates
Over 47 percent of sales managers spend less than 30 minutes a week coaching sales representatives on skills and behaviors
Firms that provide an optimal amount of coaching realize 16.7 percent greater annual revenue growth

There’s no question that great sales coaching from a highly trained sales manager has the power not only to transform high performing teams, but to increase the bottom line for organizations.

The Bigger Question: How Can This Change? So, how do we simplify the coaching process, enhance its effectiveness, and finally, increase performance?

According to a study by the Sales Management Association, “in high-performing firms, sales coaching programs are likely to include coaching for managers (not just sales people), training for coaches, executive leadership endorsement, and inclusion of coaching effectiveness in manager appraisal.”

It’s true. High performing teams tend to be led by highly trained coaches - sales managers who are deeply and continuously prepared for the tasks ahead, who have incentives to drive them forward, tools to measure performance, and the skills to leverage the time available to them.

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