Sales coaching can be the lifeblood of an organization. When done effectively, sales coaching is the catalyst that improves sales results, team morale and employee retention. Sales coaching supports salespeople engaged in sales activities and individual customized sales conversations where the salesperson’s responsibility is to help clients with their buying decisions. Use this presentation to better understand the value of sales coaching your salespeople to help their clients with their buying decisions. As a by-product, your team members will sell more, better, sooner and more often. Sales coaching involves influencing your salespeople's thinking, which, in turn, improves their sales behaviors and results in greater sales. Sales coaching has a cause-effect dynamic. Use sales coaching to help your salespeople perform better. Here's to sales coaching your sales team to sell more.

1. Why
Sales
Coach

2. Coaching assists your sales team
to discover more effective and
profitable ways to sell
American Management
Association’s
Coaching: A Global Study of
Successful Practices (2008)

3. 52% of North American
companies have sales coaching
programs implemented
American Management
Association’s
Coaching: A Global Study of
Successful Practices (2008)

4. Of those companies without coaching
programs, 37% are already
planning to implement sales
coaching
American Management
Association’s
Coaching: A Global Study of
Successful Practices (2008)

5. Why Sales Coach
“A major Johnson & Johnson
healthcare division attributes increases
in sales of 26% in Japan and 28% in
South Africa, and a 15% increase in
facetime achieved with doctors in
Holland to [sales coaching].”
Integrity Solutions LLC, 2012
1. Increase in Sales

6. 1. Increase in Sales
“In fact, even moderate improvement in
coaching quality — simply from below to
above average — can mean a six to eight
percent increase in performance across
50% of your sales force.”
Harvard Business Review Blog
Why Sales Coach

7. 1. Increase in Sales
“We’ve seen corporations as much as
double their sales results with effective
sales coaching.”
Coaching and Sales Institute
Why Sales Coach

8. 2. Greater Employee
Retention
“Sales Managers Who Are Effective
Coaches Have Employees Who Are
More Likely to Stay and Work
Harder.”
SEC 2007
Why Sales Coach

9. 2. Greater Employee
Retention
“41% of companies use coaching to
improve employee engagement”
American Management Association’s
Coaching: A Global Study of Successful
Practices (2008)
Why Sales Coach

10. 3. Higher Client Satisfaction
Results
“Principal Financial Group had a
35% increase in overall customer
effectiveness and a 32% increase
in service beyond expectation.”
Integrity Solutions LLC, 2012
Why Sales Coach

11. 4. Shorter Sales Cycles
“In the first 90 days, three major deals
closed, the pipeline doubled and sales
cycle time dropped 40%.”
Sales Overdrive, 2011
Why Sales Coach

12. Why Sales Coach
Ensuring your sales coaching is
effective will increase the
likelihood that you will retain
your good and top performing
salespeople.

13. Why Sales Coach
The effectiveness of your sales
coaching will also impact the
effort your team members put
in to their sales role.

14. To learn how to
sales coach more
effectively, get
your complimentary
chapters at
www.CoachingandSalesInstitute.com