A sales manager wears many hats as a team leader but, ultimately, success as a sales leader will be measured by the team’s revenue. Does wearing a hat as sales coach make enough of a difference in the bottom line revenue to warrant his investment in the time and effort? Our study of 121 professionals at a major North American financial services firm show that not only does sales coaching make a significant difference but that sales coaching could as much as double your revenue.
Each participant was asked for one example of how “coaching conversations with your manager have made a significant difference in a sales situation.” These were verified to include the situation, specific coaching, and results over the last three months. The Coached Group created 2x more new revenue (from $4,412,000 from the un-coached control group to $9,387,000 from the group who received sales coaching over the same time period).
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