Sales Coaching: Real-deal Enablement is Essential

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  Aberdeen Group Research: Sales Coaching: Real-deal Enablement is Essential
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  • 1. ©2015 Richardson. All Rights Reserved. Sales Coaching: Real-deal Enablement is Essential Aberdeen Group
  • 2. ©2015 Richardson. All Rights Reserved. Real-time Deal Coaching is Essential 1 The strongest-performing sales operations managers add real-time deal coaching elements to their educational activities in order to achieve superior business results.
  • 3. ©2015 Richardson. All Rights Reserved. Real-time Deal Coaching Achievements 2 Formally coached sales teams achieve: • 15% higher lead-conversion rates (marketing-generated leads that close) • 14% shorter average sales cycles or time-to-close • 11% stronger total team attainment of annual sales quota • 7% more new sales reps achieving their adjusted first-year quota • 6% more sales reps hitting their individual numbers … As compared to all others
  • 4. ©2015 Richardson. All Rights Reserved. 3 Taking Training beyond the Basics How do best-in-class companies differentiate their sales coaching practices from under- performing firms? 1. Winning organizations are 26% more likely to move beyond basic, generic training on products, prices, and messaging to a formal one-on- one coaching methodology that is specific to individual deals in the pipeline or key accounts 2. Winning organizations are 61% more frequently turning to external consultants or trainers for assistance. AND
  • 5. ©2015 Richardson. All Rights Reserved. 4 Real-time Deal Coaching Achievements With better coaching and consulting around individual deals on a regular basis, the savviest sales organizations help avoid both the emotional stress and financial hits generated by unnecessarily extended sales cycles.
  • 6. ©2015 Richardson. All Rights Reserved. Download the Full Report 5 To download the full Aberdeen Group Report, click here:
  • 7. ©2015 Richardson. All Rights Reserved. Connect with Us Thank you for viewing this slide share. If you have any feedback or comments, please send an e-mail to: You can connect with Richardson at: LinkedIn: Twitter: @RichardsonSales Call us: 215-940-9255 Join our blog: 6
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