{"id":38670,"date":"2017-02-23T00:00:00","date_gmt":"2017-02-23T00:00:00","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/sales-coaching-programs-the-business-case-and-roi\/"},"modified":"2025-07-16T01:14:48","modified_gmt":"2025-07-16T08:14:48","slug":"sales-coaching-programs-the-business-case-and-roi","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-coaching-programs-the-business-case-and-roi\/","title":{"rendered":"Sales Coaching Programs: The Business Case and ROI"},"content":{"rendered":"

Coaching is the thing every sales leader wants their managers doing more of.\u00a0 Yet it is the thing that consistently falls through the cracks?\u00a0 Why?\u00a0 Because building and maintaining a coaching program is hard.\u00a0 Sales managers themselves say they aren\u2019t very good at coaching.<\/p>\n

Why do sales managers admit that they underperform on coaching?\u00a0 Because in order to develop a scalable sales coaching program, you face these roadblocks:<\/p>\n

    \n
  1. Waiting around for a coachable moment takes a lot of time and feels very unproductive.\u00a0 For many sales managers listening in live means hearing a lot of automated greetings, phones ringing with no answer, worthless conversations with administrative assistants, and voicemails.<\/li>\n
  2. Managers don\u2019t have a model for what \u2018good\u2019 looks like for various types of calls.\u00a0 If sales managers don\u2019t have a call blueprint and can\u2019t agree on the anatomy of a good sales call, how do you expect your reps to hit the mark?\u00a0 It\u2019s like telling an archer to shoot, but not providing a target.<\/li>\n
  3. Giving feedback in a way that people receive is not an easy to skill to master.\u00a0 Most feedback is delivered poorly and the person being coached shuts down.\u00a0 Most sales managers are never taught how to be sales coaches.<\/li>\n
  4. Many companies suffer from the phenomena I call \u2018The Big Pile of Unusable Call Recordings.\u2019\u00a0 It\u2019s hard to find what you are looking for.\u00a0 Once you find a recording, what are you going to do with it?\u00a0 There is no easy way to categorize calls, take notes on them, jump to keywords in calls, score them, and develop a library of the best practices.\u00a0 And how can you track what skills you are working on with each of your sales reps?<\/li>\n<\/ol>\n

    These problems for getting a sales coaching program off the ground are a shame because the benefits are huge.\u00a0 How much should you coach?\u00a0 Turns out the magic number is 3+ hours per rep per month:<\/p>\n

    Millennial sales reps are asking for mentoring and coaching:<\/p>\n

    \"millennials<\/a>
    From \u201cMythbusting Millennials\u201d eBook<\/a>.<\/figcaption><\/figure>\n

    And Millennials<\/a> say they aren\u2019t getting coaching while sales managers say they are coaching:
    \n    \"coaching<\/a><\/p>\n

    This gap in perception should concern all of us.\u00a0 Sales is not just a game about more<\/em>.\u00a0 At some point we need to focus on better<\/em>.\u00a0 Better quality conversations turning into better sales opportunities, more closed deals, and more happy customers<\/a> that renew.\u00a0 Conversations are the basis of the customer experience<\/a>.\u00a0 Have you secret shopped yourself lately?\u00a0 You might be horrified at what you hear (and what your customers are hearing).<\/p>\n

    The business case for sales coaching is strong.\u00a0 Even small upticks in conversion rates and win rates generate big ROI.<\/p>\n

    Where do you get started?\u00a0 Start by downloading the Ultimate Sales Coaching Playbook<\/a>.\u00a0 Pull your sales managers and top reps together to make a commitment to sales coaching in 2017.<\/p>\n

    \"coaching<\/a><\/p>\n

    Then get your team to sign up for Call Camp \u2013 the free monthly sales training webinar series<\/a>.\u00a0 Experts break down real sales calls to analyze what works. You can also check out directories such as CoachCompare<\/u><\/a>\u00a0 to find a sales coach for your team.<\/p>\n

    What have you done to get sales coaching programs to be part of the habit of your organization?\u00a0 What works?<\/p>\n","protected":false},"excerpt":{"rendered":"

    Coaching is the thing every sales leader wants their managers doing more of.\u00a0 Yet it is the thing that consistently falls through the cracks?\u00a0 Why?\u00a0 Because building and maintaining a coaching program is hard.\u00a0 Sales managers themselves say they aren\u2019t very good at coaching. Why do sales managers admit that they underperform on coaching?\u00a0 Because …<\/p>\n","protected":false},"author":220,"featured_media":38674,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18390,18391],"tags":[13354,13355,1668,125,13356,13357,13358,9878,13360,13361,13362,743,13363,13364,13365,13366,13367,13368,13369,13370,380,13378],"class_list":["post-38670","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication-and-collaboration","category-it-leadership","tag-business-coach","tag-business-coaching","tag-business-leadership","tag-business-tips","tag-business-training","tag-call-blueprint","tag-call-camp","tag-call-recordings","tag-coaching","tag-coaching-millennials","tag-coaching-program","tag-customer-experience","tag-execvision","tag-leadership-coaching","tag-leadership-training","tag-management-coaching","tag-management-training","tag-manager-coaching","tag-manager-training","tag-mythbusting-millennials","tag-sales","tag-training-millennials"],"acf":[],"yoast_head":"\nSales 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