Research Brief: Supporting Sales Coaching

Our latest research on sales coaching

Bob Kelly, Greg Thomas

 

Although sales coaching’s importance and impact is widely acknowledged, coaching initiatives remain poorly supported in most sales organizations. Time and resource intensive, management’s coaching focus is too easily diminished by competing priorities, inconsistent practice, and ineffective delivery. Organizations’ efforts to support coaching are therefore essential to maintaining managers’ coaching focus, and in our view offer a significant determ(...)

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