Professionally speaking, nothing is more gratifying to me than to look at my colleagues, and our clients, and know that the work they are doing is impactful, purposeful, and as a result is changing the lives of the people they work with. Building a world-class sales coaching team is not easy for our clients; helping our clients build world-class sales coaching teams is not easy for us. But that is the point, if it was easy everybody would be doing it and then it would be time to move on to something more challenging; we are not there yet, and likely never will be because like our clients, we never see ourselves as finished products, there is always room to improve. Easy is understanding that effective coaching is critical to sales team performance, challenging is putting that belief into execution at the highest level.
Next week we will introduce our sales coaching e-book 2.0. Unlike other e-books, research papers, or literature you may have previously read on sales coaching or sales leadership, this e-book clearly maps out the pragmatic execution steps sales departments must take to maximize sales team and sales rep performance by creating a proven sales coaching program. It is focused on proven research and more importantly it is entirely focused on the sales manager to sales rep relationship. This is of the utmost importance because nothing impacts motivation to sell more than coaching, thus the most important resource you can provide your sales reps is a great sales coach.
If sales departments are not willing to provide sales reps with great sales coaches, and measure that relationship for success, my suggestion would be to think hard about wiping sales management teams out altogether, and consolidating them into a smaller sales rep help center and releasing those super selling managers back into production where they belong. The essence of the sales manager role is to help sales reps perform at levels they can’t achieve without a sales manager in their life. If this is not unequivocally occurring with intentionality, then it is time to either replace the manager or consolidate the role.
Below are some snippets from each chapter of sales coaching e-book 2.0. I would like to thank our exceptional clients for without their hard work, we would not have the intellectual capital or data to put out such a powerful piece. Because they are so committed to building world-class sales coaching teams, they push us each and every day to be a better partner for them and their sales managers. Also, everyone on the EcSell Institute team deserves a great deal of recognition for their hard work, especially Bill Eckstrom and Sarah Wirth, who have put in countless hours writing this e-book and serving our clients.
- The average tenure of a sales leader at the time of this writing was 19 months, down from 24 months the year prior (ES Research). Not only is this scary, it’s embarrassing.
- But it’s not the act of moving a high-performing salesperson to a coaching role that is the issue. The issue is moving the wrong high-performing salesperson to a coaching role.
- EcSell Institute’s research shows that approximately 70% of existing sales coaches, even those who’ve had “coaching training,” are not executing the necessary coaching activities with the right frequency or quality that will lead a team to sell more.
- Think about it … without a manager, sales people will still sell. So the question then becomes how much more will sales reps sell as a result of the manager.
- Only 20% of sales reps feel information from team meetings is as beneficial as it could be. Only 18% of sales reps “strongly agree” that the feedback their manager provides helps them improve their sales skills.
- The top 20% of sales managers coach more frequently than their less successful counterparts.
If you, like so many of our clients, believe that the performance of a team is a reflection of how they are coached, be on the lookout next week for the e-book.
2/25/16: This blog has been updated since its original posting to include the FULL version of the newest e-book discussed in this blog. Download this complimentary coaching content today or share with another sales leader who would benefit from it.
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