--- title: The Why Behind the How of Sales Coaching and Success description: We often spend a lot of time discussing the how to's of sales coaching and training reinforcement, here are some interesting facts that support our belief in the power coaching and training reinforcement have. --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## The Why Behind the How of Sales Coaching and Success December 22, 2009 Posted by : [Caitlin Robinson](https://www.salesprogress.com/progress-coaching-blog/author/caitlin-robinson) [0 comment](https://www.salesprogress.com/progress-coaching-blog/bid/32708/The-Why-Behind-the-How-of-Sales-Coaching-and-Success#comment-listing) [coaching](https://www.salesprogress.com/progress-coaching-blog/topic/coaching), [Employee Development](https://www.salesprogress.com/progress-coaching-blog/topic/employee-development), [Training](https://www.salesprogress.com/progress-coaching-blog/topic/training) We 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.   - Participants in sales training forget half of what is taught within 5 weeks.     - 46% of respondents rated “coaching by the sales manager” as one of the most effective ways for reinforcing new sales skills - 43% of respondents rated “follow up training classes” as one of the most effective ways for reinforcing new sales skills - 33% rated “technology reinforcements and support” as one of the most effective ways for reinforcing new sales skills - When sales managers are used to reinforce sales training, retention is increased by up to 63%. -   ROI in training quadruples from 22% to 88% when reinforced by in-field coaching and reinforcement. -   Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone. - 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. 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. [Sales Managers: Are they the end all be all?](https://www.salesprogress.com/progress-coaching-blog/bid/32410/Sales-Managers-Are-they-the-end-all-be-all) [Keeping Skill In Mind When Setting Sales Quotas](https://www.salesprogress.com/progress-coaching-blog/bid/32865/Keeping-Skill-In-Mind-When-Setting-Sales-Quotas) ### About Author ![Caitlin Robinson](https://app.hubspot.com/settings/avatar/d41d8cd98f00b204e9800998ecf8427e) Caitlin Robinson Related Posts ![Revolutionize Coaching: Embrace AI as a Partner for Greater Impact](https://www.salesprogress.com/hubfs/Revolutionize%20Coaching%20AI.jpg) [Revolutionize Coaching: Embrace AI as a Partner for Greater Impact](https://www.salesprogress.com/progress-coaching-blog/revolutionize-coaching-embrace-ai-as-a-partner-for-greater-impact) [Employee Development](https://www.salesprogress.com/progress-coaching-blog/tag/employee-development), [Coaching Techniques](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-techniques), [leadership development](https://www.salesprogress.com/progress-coaching-blog/tag/leadership-development), [AI](https://www.salesprogress.com/progress-coaching-blog/tag/ai), [coaching tool](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-tool), [artificial intelligence](https://www.salesprogress.com/progress-coaching-blog/tag/artificial-intelligence), [AI Coaching Partners](https://www.salesprogress.com/progress-coaching-blog/tag/ai-coaching-partners) ![NEW Coaching Method Saves Time: Asynchronous Coaching](https://www.salesprogress.com/hubfs/Cadence%20Coaching-%20Asynchronous.jpg) [NEW Coaching Method Saves Time: Asynchronous Coaching](https://www.salesprogress.com/progress-coaching-blog/new-coaching-method-saves-time-asynchronous-coaching) [coaching](https://www.salesprogress.com/progress-coaching-blog/tag/coaching), [coaching conversation](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-conversation), [Coaching Techniques](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-techniques), [career development](https://www.salesprogress.com/progress-coaching-blog/tag/career-development), [career coaching](https://www.salesprogress.com/progress-coaching-blog/tag/career-coaching), [cadence](https://www.salesprogress.com/progress-coaching-blog/tag/cadence), [asynchronous](https://www.salesprogress.com/progress-coaching-blog/tag/asynchronous) ![Unlock Your Professional Growth: Mastering the OAT Principle](https://www.salesprogress.com/hubfs/Unlock%20OAT%20.jpg) [Unlock Your Professional Growth: Mastering the OAT Principle](https://www.salesprogress.com/progress-coaching-blog/unlock-your-professional-growth-mastering-the-oat-principle) [coaching method](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-method), [Employee Development](https://www.salesprogress.com/progress-coaching-blog/tag/employee-development), [coaching skills](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-skills), [learning project](https://www.salesprogress.com/progress-coaching-blog/tag/learning-project), [journal](https://www.salesprogress.com/progress-coaching-blog/tag/journal), [self-awareness](https://www.salesprogress.com/progress-coaching-blog/tag/self-awareness), [coaching framework](https://www.salesprogress.com/progress-coaching-blog/tag/coaching-framework), [observation](https://www.salesprogress.com/progress-coaching-blog/tag/observation), [oat](https://www.salesprogress.com/progress-coaching-blog/tag/oat), [OAT Principle](https://www.salesprogress.com/progress-coaching-blog/tag/oat-principle) ### Leave a Reply ### Subscribe to the Progress Coaching Blog ### Posts by Topic - 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