Resources

Developed by Florida State University's Sales Institute in partnership with The Sales Management Association and The TAS Group, this research investigates various sales coaching practices within organizations. The survey results summarized here reflect data from 75 respondent firms with 100 or more sales resources. Among the more compelling findings: sales coaching is considered among the most important sales force initiatives, but gets insufficient executive leadership support. Additionally, respondents who report that their firms engage in specific coaching behaviors have better performance results than those who do not (regardless of the perceived "importance" of coaching within their organizations. We'll be publishing more related to this research in the coming weeks.