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Effective Coaching with Sales Performance Metrics

Anthony Cole Training

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.

Coaching 296
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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?

Understanding the Sales Force

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.

Quota 284
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Get Off Your Butt and Start Coaching Your Reps

Steven Rosen

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

Coaching 156
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New Data - Most Sales Managers are a Disaster When it Comes to Coaching

Understanding the Sales Force

My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. If the problem isn't resolved after a restart, I do a deeper dive and review what changed since the computer was running smoothly.

Coaching 319
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The Business Case and Playbook for Data-Driven Sales Coaching

The state of the market and the state of sales coaching make SCL a wise investment, but you have to do it right. The state of the market and the state of sales coaching make SCL a wise investment, but you have to do it right.

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What is the Impact of Frequent Coaching?

Anthony Cole Training

Excerpt from Objective Management Group’s recent webinar on The Data Behind Sales Managers of Elite Teams. The second chapter of this guide addresses a fundamental question: how often should sales managers coach their teams?

Coaching 253
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How Coaching Drives Sales Growth

Anthony Cole Training

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. This is from the deep data warehouse of Objective Management Group, our partner and the pioneer of the sales assessment.

Coaching 177