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THE REAL-LIFE IMPACT OF SALES COACHING ON SALES RESULTS

A CASE STUDY

This case study focuses on one organization who increased sales through the quality and quantity of managerial coaching  

Sales goal attainment is the pinnacle indicator to assess performance in the sales industry. What many organizations disregard are the factors working behind the scenes that drive these sales outcomes, specifically the managers responsible for driving sales team performance.

This case study showcases an EcSell client who educated, trained and implemented the EcSell Method over the span of two years resulting in:

  • 9% increase in coaching quality score – proportion of sales coaching best practices exhibited by the manager

  • 37% increase in coaching quantity score – completion of coaching activities

  • Increased sales by 16%

Download the case study to learn more and find ways you can implement parts of the EcSell Method into your organization. 

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Founded in 2008, the EcSell Institute is known as the only organization that measures the impact coaching effectiveness has on employee performance. Since then, EcSell has collected and researched over 150,000 documented coaching interactions and works with a myriad of businesses, athletic teams, and school systems to ensure employees, athletes, and students are receiving research-backed coaching to achieve maximum performance.

Stacia

AUTHOR: STACIA JORGENSEN

Stacia Jorgensen brings an array of experiences and invaluable expertise in data collection, analysis, and research reporting to the EcSell Institute as the Director of Research. Prior to moving into her role with EcSell, Stacia led a non-profit academic research organization for nearly 13 years. She has expertise in both qualitative and quantitative data collection methodologies.