The Cold Hard Facts of Sales Coaching

by Tim Hagen on Tue,Jul 24,2012 @ 08:49 AM

 

describe the imageWe often spend a lot of time discussing the how to's of sales coaching and training reinforcement.  Today I want to share some interesting facts and statistics that support our belief in the power coaching and training reinforcement have on the development of employees.

  • 55% of respondents listed “lack of post training implementation” as one of the top weaknesses of sales training.  
      • Sales Performance International
  • Participants in sales training forget half of what is taught within 5 weeks.    
      • Sales Performance International
  • 46% of respondents rated “coaching by the sales manager” as one of the most effective ways for reinforcing new sales skills
      • Sales Performance International
  • 43% of respondents rated “follow up training classes” as one of the most effective ways for reinforcing new sales skills
      • Sales Performance International
  • 33% rated “technology reinforcements and support” as one of the most effective ways for reinforcing new sales skills
      • Sales Performance International
  • When sales managers are used to reinforce sales training, retention is increased by up to 63%.
      • Ventana Research
  •   ROI in training quadruples from 22% to 88% when reinforced by in-field coaching and reinforcement.
      • Ventana Research
  •   Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone.
      • Centre for Management and Organizational Effectiveness
  • According to Centre for Management and Organizational Effectiveness and Sales Executive Council the optimal amount of coaching needed per month per rep is 35 hours.However,fewer than 30% of reps receive the optimal amount of coaching time, and nearly 50% receive less than 3 hours per month.
  • 2/3 of people believe their company doesn’t provide adequate training for managers.
      • 2009 Leadership Skills Survey, Delta Point, Inc.

The above facts show the need for increased management training, and reinforcement activities after traditional training, as well as the importance of using coaching as a training reinforcement method. 

If you have seen some interesting research supporting these points we would love for you to share by leaving a comment or contacting us at info@salesprogress.com.

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This post was written by Tim Hagen

Tim Hagen founded Sales Progress, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.