Sales Coaching Blog

Powerful Research on Sales Coaching

Posted by Kristi Shoemaker

April 7, 2011

EcSELL Institute Sales Coaching Summit Session Summary

Instructor:  Dave Kurlan, Objective Management Group Dave Kurlan, Objective management group

Topic:  The Science of Sales Coaching

Dave Kurlan was the first instructor at the EcSELL Institute Sales Coaching Summit.  His focus was exploring the science around being an extraordinary sales coach. Here are some highlights from his session.

Did you know….

ONLY 15% OF SALES MANAGERS SPEND ENOUGH OF THEIR TIME COACHING

18% OF ALL SALES MANAGERS SHOULD NOT BE IN A SALES MANAGEMENT ROLE

34% OF ALL SALES MANAGERS ARE NOT TRAINABLE

SALES MANAGERS WHO COACH ON A DAILY BASIS ARE 5X MORE LIKELY TO EFFECT OUTCOMES THAN SALES MANAGERS WHO COACH ON AN AS NEEDED BASIS, OR NOT AT ALL

SALESPEOPLE WHO ARE COACHED DAILY OUTPERFORM OTHER SALESPEOPLE BY 30%

ONLY 7% OF SALES MANAGERS ARE EFFECTIVE AT COACHING

COMPANIES THAT USE COACHES GET A 26% BETTER ROI THAN THOSE WHO DON’T USE COACHES

96% OF SALESPEOPLE WHO ARE COACHED REPORT THAT THE COACHING LED TO INCREASED SALES

Sales Coaching is only as effective as a sales manager’s own selling skills and the data shows that 86% of Sales Managers have sales skill gaps as large as their salespeople!

Kurlan also shared some thought provoking questions a Sales Manager should ask the sales rep.

  • WHY DOES THE CUSTOM NEED THE PRODUCT?
  • WHAT ARE THE COMPELLING REASONS?
  • WHERE’S THE URGENCY?
  • WHAT ABOUT THE COMPETITION?
  • WHY WOULD THEY BUY FROM US?
  • WHAT IF WE’RE HIGHER?
  • WHAT CAN GO WRONG?
  • WHAT HAS TO HAPPEN NEXT?
  • WHY?
  • THEN WHAT?
  • IS THIS REALLY THE RIGHT PERSON?
  • HOW DO THEY SEE US AS DIFFERENT?
  • HOW IS YOUR RELATIONSHIP?
  • WHY WOULD THEY LEAVE THE INCUMBENT?
  • WHY WOULDN’T THEY DO THIS WITH COMPETITOR?
  • WHAT’S THEIR TIMELINE?
  • WHAT WAS THE COST OF THEIR PROBLEM?

Thanks Dave for a great session!

Want to understand the 6 Pillars of Sales Productivity and how they impact sales performance in best-in-class sales organization? Download EcSELL Institute's Sales Management Research Report #3 with our compliments, to find answers to this question.

Topics: sales management research, Sales Coaching Summit, sales coaching

Subscribe to Email Updates

Follow EcSell

  

Posts by Topic

see all