Study: What outcomes can you expect from workplace coaching?

Selling Essentials RapidLearning Center

Coaching in the workplace has been the subject of a variety of studies across multiple real-world occupations. We do know one thing for sure, however: Coaching takes time, skill and energy. A recent research paper has collected and analyzed the findings of multiple studies to answer those questions. It collected findings from 17 different studies comprising over 1,700 subjects. The bottom line from the studies included in the analysis: C oaching is worth it.

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Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

The Brooks Group

A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you According to the study, the follow?up Prospect: We spend a lot of time, energy, and money negotiating the returns and tracking down deliveries.

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How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


The goal for sales during this stage of the sales cycle is to get real buyers with budget and need beyond an initial high-level assessment to commit the time and energy it takes to evaluate a new solution. Case studies answer the question “what do you do for your customer?”

Women, the numbers don’t lie: Sales needs you


As we saw in our recent Customer Revenue Optimization Benchmark Study 2019 , customers are increasingly considering diversity when they are making buying decisions. Sellers who harness the energy and intelligence of the full revenue team to serve their customers are thriving.

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3 Emotional and Mental Keys to Success for Great Salespeople

Jeff Shore

I’ve been studying salespeople for three decades. Keys to Sales Success #1: Positive Energy. I can teach salespeople a lot of things; positive energy is not one of those things. It doesn’t mean they must be hyper – that would be “high” energy. By Jeff Shore.

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What’s Getting in Your Way of Becoming a Top Performer? It Might Just Be Your Work Environment


She used to say, “They drink the caffeine, I feed off of their energy.”. One study found that people experienced increased productivity when they were surrounded by other people. I need the interactions and energy of my teammates to get my creative juices flowing. .

Need Some Inspiration? Take a Walk

Increase Sales

One proven way to stimulate the brain, to inspire creativity is by walking according to a recent study by Stanford University. The technology driven world has more people sitting, stroking the keyboards and potentially using up all the existing creative energy.

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There’s a 90 percent chance you’re ineffective

Sales and Marketing Management

In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary. The remainder were busy, but not very effective: 40 percent were energetic but unfocused; 30 percent had low energy, little focus and tended to procrastinate; and 10 percent were focused, but not very energetic

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4 Steps to Make Your Sales Life Easier

No More Cold Calling

He writes: Are you working up a sweat just trying to decide where to focus your social selling energy? Decision-making has been proven to deplete mental energy. LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity.

Are Extroverts or Introverts Better Salespeople?

Hubspot Sales

According to psychotherapist Marti Olsen Laney, introverts and extroverts are the extreme ends of the “ energy continuum. The distinction is defined by where people get their energy from -- other people, or solitude. Hiring salespeople is a high-stakes game.

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If You Had These 30 Attributes, You Would Be the Best Salesperson in the World


Studies have shown that it takes at least 8 touches in a sales process to reach a prospect. Study after study will tell you that lifelong learning is critical for success. In short, winners don’t win by giving energy to the thought that they might lose. Energy.

The Secret to Sales Rep Motivation

Steven Rosen

The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. Other studies have supported these findings yet sales leaders have continued to use higher incentives to drive performance.

Why You Need To Hire A Coach In 2016

Steven Rosen

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. By: William Arruda.

7 Habits the Most Productive Marketers Swear By


Studies show that multitaskers experience a 40% drop in productivity, and take 50% longer to complete a single task ( source ). Monitor your energy levels. No one maintains a steady level of energy throughout the day.

The Killjoy

Selling Energy

Some people call them the “Doubting Thomas;” however, I call this persona “The Killjoy” because they likely don’t believe in energy efficiency or have had a bad experience with it in the past. Your ENERGY STAR ® score is suffering. You can also use studies to back you up. Subscribe to the Selling Energy Blog ! At some point, all of us have dealt with (or will deal with) a character I call “The Killjoy.”

Sales Tips: How to Get Past the First 20 Seconds

Customer Centric Selling

Statistics from an AMA study found executives answer only 4% of prospecting calls. The call could begin as follows: This is John Jones with ABC Energy. People buying older homes are often surprised by higher than expected energy costs.

The Effects of Public Versus Private Recognition


In a study funded by an employee motivation firm Make Their Day, it was found that private recognition given by managers has found to be motivational for 88% of employees surveyed. In the same study conducted by Make Their Day, 76% of respondents found peer praise very or extremely motivating.

Why a Sales Script is a Compass, Not a Map

Closer's Coffee

You might also become so focused on reading from the script that you spare no cognitive energy on actually listening to what your prospect is saying, again missing out on a real connection and introducing you to the phone’s dial tone more often than you would like to hear.

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. In his paper, he noted the presence of someone else “serves to liberate latent energy not ordinarily available.”

How Success Traps Great Sales Leaders

Sales Benchmark Index

I have attached a case study and solution guide to help you. To see the complete case study and solution guide click here. Spend 75% of your energy on implementation of the solution and 25% on design. Most sales leaders have this energy/effort allocation flipped.

Overcoming Your Fear of Sharing Insights

Anthony Iannarino

When you study the trends that create challenges and opportunities for your dream clients, you are undoubtedly going to find your clients are tracking some of those same trends, which is why the framework contains implications and views and values.

Why “Don’t Send Emails At Night” Is Terrible, Outdated Advice

Hubspot Sales

But that's based on the premise of time, not energy. But in reality, we should be optimizing our energy, not our time. Email should be handled when our energy is lowest (regardless of the time). Tasks that require high mental energy. don’t require high mental energy.

What Leaders Have to Say on Setting and Achieving Goals

Steven Rosen

In fact, studies indicate that only 8-12 percent of people fulfill their goal setting resolutions. “If you want to be happy, set a goal that commands your thoughts, liberates your energy and inspires your hopes.”

The Sales Manager’s Success Checklist

Steven Rosen

It has been proven in multiple studies that highly engaged sales reps create highly engaged customers. As the leader of your team it is very important that you are feeling good and that your energy levels are high. They can sense your mood and your level of energy. By Steven A.

How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

And that’s okay: A recent meta-study debunked the myth that breakfast is a “magical meal." You’ll get a slow, sustained release of energy from the peanut butter, some brain-fueling glucose from the banana, and digestion relief from the bread. Tired at work?

Say Goodbye to Bad Business

No More Cold Calling

Your resources (and energy) will be drained. My company wants this new logo for the website and case studies. Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant.

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Is Your CRM Data-Driven or a Data Dump?

Miller Heiman Group

When sellers do manually input data into a system, only to have that data disappear into a black hole, they’re not inspired to invest additional time and energy into making their CRM’s data as good as it could be. Unfortunately, fewer than 25% of respondents to CSO Insights’ 2018 Sales Operations Optimization Study expressed a high degree of confidence in the data from their CRM system.

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5 Results-Oriented Sales Tips To Give You a Head Start in 2019


Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group. A clear picture of the lifetime value of the customer will help guide how much energy you invest on a prospect.

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

Studies show multitasking drains the brain’s energy reserves and increases anxiety. With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it.

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Time To Get Around To It

The Pipeline

Studies have shown that we are less likely to blow-off an activity that is in our calendar, than those that not, despite best intentions. The emotional rollercoaster, the misspent energy, all avoided by setting an appointment with themselves to secure appointments with their next big client.

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings.

Your Executive Presence (When you Don’t Wear Black Turtlenecks)

Performance Sales and Training

Most people don’t speak with as much energy or personality in business as they do in their personal lives. They tend to fall into “business-mode” – an ineffective flattening of tone and energy. Steve Jobs raised the bar on public speaking and executive presence for all of us.

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To Get Off the SaaS Growth Treadmill: Avoid Revenue Churn and Burn


A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention.

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Give It Up!

The Pipeline

I recently watched one of bubbly bundles of energy preach at a sales kick off, wax poetic about winners never give up, and find a way to “get it done”. By Tibor Shanto – .

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Why You Need To Hire A Coach In 2016

Steven Rosen

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. By: William Arruda.

Why You Need To Hire A Coach In 2016

Steven Rosen

Coaching also has an impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group. By: William Arruda.

How to Effectively Follow-up After Sales Meetings


One great way to do this is to leverage case studies and testimonials. Walking away isn’t necessarily a bad thing either, it means that you can refocus your time and energy on other opportunities.

Harvard Business Review Blog Off Target on Sales Greatness

Understanding the Sales Force

There is Energy and Esprit de Corps! Objective Management Group (OMG) has studied 650,000 salespeople and 100,000 sales managers from around 10,000 companies and if we looked only at common findings we would be completely misled about the top sales management core competencies. Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked.

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3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

The Brooks Group

S - When consulting with a Steadiness style buyer, sellers should decrease their energy, take time to explain things carefully, and ask questions in a logical, methodical way. It might be a rep’s selling style to send every prospect a written case study to back up claims about their offering.

Stop the Social Apps from Stealing Your Meaning and Purpose

Anthony Iannarino

I follow the people who study areas where I have an interest, and I allow them to do the work of searching for things worthwhile, so I don’t have to spend my time scanning and scrolling. I recently read that the average person spends 36 minutes per day on Facebook.

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