Sales Coaching Practices Research

 

This research explores coaching practices in sales organizations. It identifies how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research quantifies the prevalence and frequency of coaching activities, and management’s views of coaching’s importance to sales organization success. Lastly, the research identifies key challenges to implementing coaching, and best practice approaches for realizing return on sales coaching investments.

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Condition of Participation

Research participants are asked to complete an online survey lasting approximately 9 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in salesperson development, sales effectiveness, sales training, or programmatic support of these topics in their organizations.

Benefits of Participation

Participants receive:

  • A copy of the findings report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in February 2018

Research Timeline

Research closes 15 February 2018.

Confidentiality

Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Integrity Solutions.

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