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How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

There is a Corporate Executive Board study from 2003, it is an old study, but it had 2400 reps and found that sales reps who received up to a day or more of coaching significantly out-performed those who received little or no coaching. I aim for 60 percent of their time.

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How you manage makes a difference

Sales and Marketing Management

A 20-year study was conducted with residents of Framingham, Massachusetts, to understand how happiness and heart attacks connect in the real world. The research, completed in 2003, details how happiness extends up to three degrees of separation (for example, to the friends of one’s friends’ friends). 1 Fowler, J. and Christakis, N.,

Journal 149
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To boost performance, focus on the positive

Selling Essentials RapidLearning Center

One study looked at more than 2,000 managers and found that 86% of managers who focused on enhancing strengths led above-average teams – against 45% for those who focused on improving weaknesses. But did this training strategy create the successful teams, or were they simply a consequence ? Enhancing strengths. Linley, P.

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LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

I opened my LinkedIn account on October 3, 2003. Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers.

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7 signs your organization needs a sales enablement strategy

DocSend

The most recent Sales Enablement Optimization Study from CSO Insights revealed that sales enablement has the ability to increase quota attainment, especially when it is formalized. The study found that, on average, only 57.7% of companies back in 2003. Below Average Quota Attainment. of salespeople hit quota. In 2016, 60.7%

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The Science of Motivation

Sales and Marketing Management

Scott Jeffrey, PhD, was in graduate school at the University of Chicago when he decided to figure out how academic studies applied to real sales reps in the field. He began a lifelong journey of studying reps’ behaviors in real working conditions. In another study, Jeffrey asked sales reps what rewards or incentives they preferred5.

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7 signs your organization needs a sales enablement strategy

DocSend

The most recent Sales Enablement Optimization Study from CSO Insights revealed that sales enablement has the ability to increase quota attainment, especially when it is formalized. The study found that, on average, only 57.7% of companies back in 2003. Below Average Quota Attainment. of salespeople hit quota. In 2016, 60.7%