Monday, August 2, 2010

Can performance management & coaching practices impact sales revenue growth?

A great question - we hear this from time to time.

Especially during the past 18 months as budgets have tightened and there is increasing pressure to perform.

The answer depends on numerous factors such as culture, resources, and reinforcement.

Each company in unique. Each team is unique. Still though, all things being equal, we believe a sales manager committed to sales coaching best practices and proven performance management best practices can wield noticeable influence on sales growth and margin across their team.  On teh sales front, we typically, we see a 4-to-1 difference at our clients who effectively performance coach their direct reports.

For additional information, you may want to check out the insights and perspectives contained in the white paper The Impact of Sales Coaching - Do Sales Managers Really Make a Difference?

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