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In 2007 a Corporate Executive Board study concluded that, "...sales representatives receiving quality coaching reached on average 102 percent of their goal in contrast to sales representatives reporting poor coaching who achieved only 83 percent of their goal." Sadly, the current research shows that these numbers have not improved... and have actually gotten worse.
Studies in human developmental performance has found that many times managers may not be proficient at coaching: they have a lack of understanding of how effective it [coaching] is in improving performance, they feel they have a lack of time or they have had poorly executed coaching plans. For example: managers often spend too much time coaching mediocre performers at the expense of the performers who would benefit from it the most. This mis-applied coaching can frustrate the coached employee, manager, and entire team!
So what\'s the big deal? Well, Look at the numbers: using the 2007 reasearch above, take an average sales professional with a revenue goal of $50,000 a month. Given a realistic fall-off rate of 20 percent, every month, that mis-coached sales professional will lose $9500 worth of business for themselves and the company! And after normative fall-off, it comes to over $90,000 a year in LOST revenue for the company\'s bottom line! Can you handle $90,000 mistakes year after year?
So, if you are ready to start learning to coach for enhanced sales performance and sustanability, contact Progenisys today to get started!
"Uh... Houston we have got a problem"
NEW article coming soon!
