Sales coaching can create some major wins for your team. Research shows that the practice can lead to an 88% increase in productivity, compared to just 23% from training alone. While training helps reps learn products and strategies, sales coaching is different. It’s based on each individual rep, aimed at helping that rep correct ineffective behaviors and expand their strengths.  

Sales coaching isn’t without its challenges, though. Some reps may not feel like they need coaching, especially if they consistently hit their quota. Some leaders may not see the immediate value in coaching, choosing to focus more on quick wins.

In this issue of PromoPro Daily, we share some insight from Mindtickle’s Rahul Mathew on why it’s worth prioritizing sales coaching — even when you feel like you don’t have time.  

Sales coaching reinforces important skills. Promo pros need specific skills and behaviors to excel in their role. Sales training is important, but keep in mind sales reps may not retain all the information. That’s why you should incorporate sales coaching. Mathew says it reinforces what they learn during sales training and helps managers provide support that’s focused on reps’ individual needs.

It gets people up and running faster. When you provide new sales reps with effective coaching, Mathew says you can shorten the ramp-up time. As a result, your team members will be ready to hit the ground running sooner. More experienced reps benefit from coaching, too. It helps them master new skills and continue improving their sales strategies.

It improves sales performance. When sales reps are properly coached, Mathew says they’re better prepared for success. They’ll start closing more deals, faster, and your revenue will grow.

Sales coaching leads to higher retention rates. It takes a lot of time and resources to get new sales reps up to speed on the promo industry. Ensure they’re supported in their role and ready to contribute at the highest level by providing effective sales coaching. This also increases their satisfaction, Mathew says, which increases the likelihood of them staying with your company long-term.

It creates better customer experiences. B2B buyers today expect a stellar experience, regardless of where they are in their purchase journey. Mathew says effective sales coaching prepares your reps to meet or exceed these expectations.

There will always be tasks and projects requiring your attention, but don’t put off sales coaching. The short-term effort pays off in a more motivated and skilled team. 

Compiled by Audrey Sellers
Source: Rahul Mathew is a GTM and product marketing leader at Mindtickle, a SaaS platform that helps sales teams improve their performance.