The Progress Coaching Blog

    The Sales Coaching Stats

    January 15, 2014 Posted by : Tim Hagen

    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
    • 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. 

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, 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. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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