The research report analyzed the specific competencies around the more in-depth sales coaching tools that help shrink the sales cycle window for the most successful sales operations teams.
The study reveals several key findings, including:
- Best-in-class organizations are 26% more likely than all others to move beyond the basic, generic training on products, pricing, and messaging, to a formal one-on-one coaching methodology that is specific to individual needs in the pipeline or key accounts.
- Best-in-class organizations are 61% more often turning to external consultants and trainers for assistance
- Best-in-class organizations lead all others by a 16% margin in promoting a culture of continuous improvement by formally engaging in win/loss activities to understand why they win or lose deals