Research First Look: Sales Coaching Practices

20 April 2018


Join us for an update on our recently concluded research on sales coaching practices in sales organizations. This webcast offers a first look at research findings, focused on identifying how organizations define sales coaching, and what activities and outcomes they assign to coaching initiatives. The research also quantifies the prevalence and frequency of coaching activities, management's views of coaching's importance to sales organization success, key challenges to implementing coaching, and best practice approaches for realizing return on sales coaching investments.

Topics covered include:

  • The varying perspectives on what effective sales coaching is -- from high-performing companies, laggards, and the managers who should be coaching
  • Sales coaching frequency, standards, and the activities sales leaders include in the process
  • Practices that deepen coaching's effectiveness
  • Training and coaching strategies sales leaders are using, including what works and what doesn't
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Other resources available related to this research

Research Brief

Core findings and selected exhibits

Full Research Report

A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.

Companion Exhibits

A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.

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