The Progress Coaching Blog

    Coaching Vs. Not Coaching

    February 19, 2013 Posted by : Tim Hagen

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    22% vs 88%? What?

    That's the difference coaching and training reinforcement can make on a companies ROI when it comes to sales training.

    It goes without saying that practice and reinforcement are the keys to any success. You can't just practice your baseball swing for one day and think you're going to win the home run derby. The same theory applies to sales. You can't expect to be a great salesperson if you don't keeping practicing and improving your skills. Practicing once will not make you salesperson of the year.

    Training reinforcement is the key to success. Seminars help employees learn new selling techniques and new ways to stay in front of customers, but a study conducted by Sales Performance International found that participants in sales training forget half of what is taught within 5 weeks. Managers need to take it upon themselves to implement regular training sessions so that employees can keep up what they learned.

    Here are some things managers can do to make sure that their inside sales reps have sustainable sales training:

    - Role play. While it may be an old method, it does help, and it gives employees an idea of how to act when they get into real world situations. Remember, practice is important. 
    - Group meetings. Have group meetings with your team to see what your employees learned that week. Employees can learn from themselves as well as from others.
    - Coach. If an employee comes to you with a problem, don't solve it for them. Sit them down and ask them how they would solve it. That way, they have to apply what they have learned and what they know.

    Learning and practicing has to be done constantly so that you can stay ahead of the competition. We stress training reinforcement so much because of the difference that it can make for you and your company.

    Download this free whitepaper about getting managers to coach:


    Coaching with Self Actualized Questions
    Directive Sales Coaching

    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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