Why Leading Sales Organisations are Focusing on Sales Coaching

Coaching effectiveness was measured in a multiyear Sales Academy delivered by Imparta for a leading multinational telecoms company. Here are the striking headline results:

  • Where managers met or exceeded the standards for coaching, the average sales performance of their teams was 95%
  • Where managers achieved between 50 and 100% of their coaching target, average sales performance was 56%
  • Where managers achieved less than 50% of their coaching target, the average sales performance was 47%

The message is absolutely clear. The quality and frequency of sales coaching interventions has a significant impact on sales. When these standards are not met, sales performance rapidly decreases.