Implementing Effective Sales Coaching Programs

6 September 2023


Our benchmarking survey of 205 firms* shows that coaching is considered sales management's single most impactful activity. Yet more than three-fourths (76%) of firms say they provide too little salesperson coaching, and less than half (46%) are effective with their sales coaching efforts. One in a series on sales coaching program effectiveness, this session identifies best practices in sales coaching program implementation.

Topic covered in this session include:

  • Preparing the sales organization for implementation success
  • Representative implementation milestones and timelines
  • Distributing accountability for implementation
  • Building-in mechanisms for continuous improvement

*205 firms directly employing more than 590,000 salespeople.

See previous sessions in this series:

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