The Coaching Effect Blog

The Coaching Effect Blog

    Powerful Research on Sales Coaching

    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.

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.