Research: Best Practices in Sales Coaching Across the Workforce

What’s Inside

Coaching represents vital opportunities for training follow-up and on-the-job learning when an employee can seek the advice of a more experienced manager or peer. It is this follow-up that helps close the gap between training and in-role performance.

To examine such issues in greater detail, Training Industry, Inc, and Richardson Sales Performance conducted a study on how organizations across industries are supporting sales coaching. 266 companies completed a confidential survey reporting their companies' use of coaching programs in support of sales personnel.

The research, Best Practices in Sales Coaching Across the Workforce, summarizes those findings and reveals:

• Key findings on sales coaching best practices
• Sales coaching program effectiveness & structure
• Effectiveness across employee generations