Nothing Impacts Performance More Than Coaching

White Paper: "Coach More, Coach Better: What the Best Sales Managers Do Differently"


Researched and written by Sarah Wirth and Stacia Jorgensen of the EcSell Institute

What is endemic to the top 20% of sales managers is they consistently score well in both coaching quantity AND coaching quality.

To understand the impact of coaching quantity and quality on a sales team’s achievement of their quota, EcSell Institute looked at how top-performing sales managers coached differently.

What you'll learn:

  • the difference in coaching quantity & quality corresponding to the difference in the managers’ percent to their sales goal.

  • what top-performing sales managers do to earn higher coaching quality marks from their reps.

  • what a quality and quantity score of a manager is and the importance of these scores.

  • how a managers’ quality score and quantity score make up their quota (the percent to their sales goal). 

  • and more . . .