4 Reasons Sales Coaching Doesn’t Work (and What’s the Alternative)

sales coaching

For revenue organizations to continue to reach quota quarter after quarter, sales coaching is critical, but teams continue to miss their targets. True, there is no one-size-fits-all coaching style that will work for every squad. However, there are some parallels among the reasons why some sales coaching programs fail.

When analyzing your current sales coaching strategy or beginning a more formal process for the first time, learn what traps to avoid.

sales coaching

Concentrating on the number of sales coaching sessions

We frequently see data on how much time sales managers spend teaching each month or week.

  • Sales reps who receive 30 minutes or less of sales coaching per week win 43% of the time, while those who receive at least two hours of coaching per week win 56% of the time.
  • Each week, 23% of sales managers spend less than 30 minutes mentoring their direct reports individually.
  • Spending 25-40% of your time coaching your sales force is a solid rule of thumb.

While these sales metrics can help managers establish a baseline for coaching frequency, they can place too much attention on recurrent sessions and not enough on what will be addressed in the sessions to help your reps level up.

Rather, concentrate on improving the quality of your sales coaching sessions

A little planning ahead of time can go a long way, and it doesn’t have to be extensive. After all, as a sales manager, you’re balancing your own quotas, forecasts, and the coming end-of-quarter deadline. Setting agendas for coaching sessions, outlining action items, and evaluating your reps’ previous accomplishments can all assist to make your sessions effective and useful.

If you see that some reps aren’t making progress or improving, it’s possible that you’ll need to devote more time to teaching them.

Sessions with your greatest performers, on the other hand, may be required less regularly. Reduce the number of times you meet with these people if you discover your one-on-ones with them are becoming monotonous and you’re having trouble coming up with topics to discuss.

sales coaching

A top-down approach to sales coaching

At some point in our careers, we’ve all worked for a less-than-ideal boss. The highest-performing salespeople occasionally advance to management positions, but this does not always imply that they have received formal training in how to manage and coach salespeople. It can be difficult to track the performance of your coaches in a huge revenue firm. You may be missing the underlying cause of performance difficulties if your sales coaching procedure does not include rep feedback.

Implement a coaching feedback system alternatively

A coaching feedback system has two main components. The first is to make it simple for reps to offer feedback. If you’re using a sales coaching platform, this is a crucial feature that allows reps to easily express themselves. Reps can approve or disapprove coaching sessions in Mindtickle sales coaching.

Make sure you’re not only giving away for feedback but also that you’re keeping track of it. If you detect patterns, such as negative feedback from multiple sessions for the same management, this manager may require additional coaching training. This is an excellent chance to “coach the coach.”

Only deal with your reps when it comes to coaching

Deal coaching will always play an important role in sales training. Reps must be able to move forward with deals that are right in front of them. During coaching sessions, it’s simple to narrow your emphasis to just certain deals.

Instead, devote the majority of your time to skill development

Skill coaching is a proactive strategy to improve your sales team by focusing on the individual skills that reps are lacking. Skill coaching guarantees that your sessions are relevant and that long-term development is reinforced in order to enhance rep performance over time. (For more on deal vs. talent coaching, see here.)

Skill development on a broad scale

Your reps all have various skill sets. They thrive in various areas, have worked for the organization for varying lengths of time, and consume training and enablement in various ways. While focusing on one skill for coaching each week or month may save time, it will not help your reps or increase their performance in the long run.

Instead, concentrate on the specific skills that each rep needs to strengthen

Individualized skill coaching is the most effective. Take the time to evaluate your reps’ abilities. Examine enablement and training results, listen to recorded calls, and ask your reps for feedback on areas where they may improve. A sales readiness platform can help you collect this information and track your salespeople’s preparedness over time.

Work with your representatives to identify skill gaps and coach them on these areas. Then, using training and enablement content, boost your coaching efforts.

How Kloudlearn can help you coach your reps to success?

The Kloudlearn Learning management system provides you with the tools and data you need to help your sales professionals achieve sustained success. Revenue businesses can make data-driven decisions that win more transactions by combining enablement and training, Gamification, Zoom integration, coaching, and content into one platform. Do you want to learn more about how to successfully utilize our LMS? Contact us to schedule a free demo today!

Also, check our blog on 7 must-have sales tools in any organization – 2022 guide


How does sales coaching differ from sales training?

Sales coaching: Makes a difference sales experts settle particular shortcomings and persistently move forward on a personal level. and in the same way sales training centers on creating bunches of individuals, and sales coaching is centered on creating the person and ceaselessly progressing they're in general deals capacity.

What sales coaching include?

Sales coaching programs regularly incorporate points related to client relationship management, way better understanding customers' needs, improving communication with clients, giving successful input to clients,and progressing client intuitive

Why is sales coaching Important?

Sales coaching is necessary for many causes. primarily it helps agents continuously improve their presentation through response, practice, and repetition. secondly, it allows sales managers to improve sales processes, training techniques and progress and areas of improvement for their teams.

How can sales coaching help me?

A supportive, coaching structure helps you get a fresh viewpoint, on both your Life at work and at home and creates desired results of better conduct and performance


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