Without coaching, you retain 100% of your sales training. The problem comes on day 30, when you’ve lost a whopping 87% of training insights. Sales productivity is often talked about in the context of time prepping for meetings and time saved by a CRM, but CEB recently examined productivity in the context of training and coaching.
For different sales groups, they found pairing training and coaching leads to productivity impacts 4 times higher than training alone. “Coaching” can take different forms:
- Having peers or managers review your calls or meetings
- Focused 1 on 1s for career development or closing deals
- Reinforcing positive behaviors in salespeople’s wins
Scroll down to learn more about sales coaching in CEB’s infographic.
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