Coaching is the highest-leverage thing a sales manager does, and it is also the thing most managers do least. This guide draws on OMG evaluations of over two million sales professionals to show what actually changes performance: how trust makes a team coachable, how often to coach, and the three manager qualities that predict an elite team.
What is inside
Salespeople who trust their manager score 26% higher on coachability. Respect adds 20%, a relationship strong enough to withstand criticism adds 20%, and all three together make a rep 33% more coachable.
Quarterly, monthly and bi-weekly coaching all land around a 2 to 5% gain in Sales Percentile. Weekly reaches 9%, and daily or near-daily reaches 17%. Small dosage, high frequency.
Daily coaching lifts Responsibility 34% and Motivation 19% against no coaching, Sales Technology proficiency 50%, and Sales Process 28%.
Only 10% of salespeople are coached multiple times a week. 38% of managers coach on demand, and 8% never coach at all.
Coaching for prospect commitment brings 40% more top performers. Adding supportive coaching beliefs brings 70%. Adding a genuine passion for coaching brings 80%.
A manager can coach the right skills and still not love coaching. The tell is where they spend discretionary time: their own clients, or their team's practice.
Written for: Sales managers and the leaders who develop them.
Published by Objective Management Group. Lori Richardson contributed as an OMG Partner.
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