Assessing Sales Coaching Program Effectiveness

19 October 2023


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:

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