What is Sales Coaching? And Why Does It Matter?

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It’s the sales manager’s job to coach each rep on their team, helping them build skills and improve their performance. That’s why 95 percent of sales organizations devote some time and resources toward individual rep coaching.

However, 46 percent of small organizations describe their coaching approach as “ad-hoc.” They aren’t formalizing the practice or setting coaching standards. And 26 percent of sales professionals admit they don’t even know how to measure coaching success.

For reps to perform at their best, sales managers switzerland telegram data need to become better coaches. That’s true whether you’re managing a remote sales team or not.

Key takeaways:

Active coaching boosts individual close rates, rep retention, and overall team performance.
Implement AI-powered tools to elevate your coaching efforts, not replace them.
Small businesses should onboard slowly, coaching on the sales skills and tactics of the founder or original salesperson.
Design an actionable coaching “game plan” with your reps to direct and track progress.
Prioritize the time spent on consistent coaching, and make yourself available outside the sessions.
Choose the right sales coaching tools, like Close or Seismic Learning, to streamline your coaching approach and amplify results.
By the end of this guide, you’ll have the know-how to coach your team to hit consistent home runs—every time they step up to the plate.