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 . . .