Real-Life Impact of Sales Coaching on Sales Results

Managerial Coaching Quantity and Quality Scores 


How one organization 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 ONE-UP Sales Coaching Process 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%