Firms often find a wide gap between their sales coaching program's effectiveness and the results they'd hoped for when the program was implemented. Closing these gaps depends on a thorough, objective, and credible assessment of current coaching activity. In this session, one in a series on sales coaching program effectiveness, we examine best practice approaches to assessing coaching effort and impact in the sales organization.
Topics addressed in this session include:
- Confirming sales coaching program objectives
- Identifying coaching activity metrics
- Collecting data
- Establishing benchmarks for coaching outcomes
- Understanding root cause issues and underlying drivers of coaching activity
See previous sessions in this series: