Last Updated on March 26, 2025 by SDE
Your salespeople should crave Coaching like a dog craves more petting.
Do your salespeople crave Coaching, or do they avoid it?
We ask companies and managers all the time, ‘How often do your salespeople get Coached?’ The answer unanimously is, ‘All the time!’ When we change the questions just a bit and ask, “How often do your coaching sessions end with ‘Lesson’ and ‘Actions Plans?” The answer is never. Without a ‘Lesson’ and ‘Action Plan,’ it is not Coaching. It is something else.
Based on data from 36,000+ companies, 2.7MM salespeople, and sales managers we’ve analyzed over the past 35 years, we found the activities disguised as Coaching fall into the following categories with the corresponding Percentages and Frequency
When we ask how often Coaching takes place, the answer and percentages are:
Join us April 1, 11:00 – 11:30, on LinkedIn Live to hear what an actual Coaching call should sound like. We’ll also define Conceptual and Tactical Coaching that identifies the unconscious biases that prevent sales execution.
Register here: https://www.linkedin.com/events/7307200316381224960/comments/
Rocky LaGrone is the founder and CEO of Sales Development Expert, a sales development and consulting company.