Gallop’s recent research claims that only two out of ten sales managers may have the talent to fully succeed as a coach. Two more have some of the talent and 60% have none of the talent. Gallup also reports that if you can support those with coaching talent and those with some coaching talent to fully perform to their abilities, together they will contribute about 48% greater profits than the remaining 60% with no coaching talent. Clearly, this means training for the coach delivers a very high ROI.
Most research indicates that 90% of sales training has no lasting impact after 120 days for some very specific reasons. Training can be a disappointment right away when it doesn’t go well, or it can be a disappointment when the promised results don’t materialize. When sales training fails it is usually for common reasons.
We agree with Gallop’s research – your sales performance will be a direct reflection of how your sales teams are coached. In a recent client survey we found that business bankers receiving great coaching reach on average 112% of goal, in contrast to business bankers reporting poor coaching who achieve only 78% of goal. We believe coaching matters more! Coaching is the keystone of your entire sales culture. Performance Insights’ nationally recognized training for the coach (Managing Breakthrough Results) is a continuous cycle of process, measurement, scorecards and coaching. It is based on Ron Buck’s Six Breakthrough Behaviors of High Performers which defines the disciplines of sales execution.