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Complimentary Research Study: Best-In-Class Sales Coaching Can Shorten Your Sales Cycle

Richardson recently partnered with the Aberdeen Group to provide their newest research study that looks at how adding real-deal sales coaching elements to training activities achieves better business results in today’s competing marketplace.

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
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