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Sales coaching state of the nation 2020: Survey analysis from hundreds in SaaS

Sales coaching state of the nation 2020: Survey analysis from hundreds in SaaS

 

1 – Sales coaching is essential

An overwhelming number of salespeople believe coaching is an essential part of their
journey to achieving their personal goals. It improves their sales skills, sales results,
confidence, career prospects and more. It motivates them and solidifies their relationship
with their managers.

2 – What salespeople consider coaching is different from what leaders consider coaching

There is a disconnect between what reps think is coaching and what managers think it is.
This is illustrated in Refract’s survey where more than 50% of reps believe they rarely or
never receive coaching on a weekly basis, while 62% of sales leaders claim they coach every
rep every week or more! Both sides can’t be right.

3 – Call recording amplifies coaching for salespeople

Salespeople who use call recording as part of their coaching process are 35% likely to meet
or exceed their quota. It improves performance and delivers better results for your team.
‘70% of sales leaders state their salespeople proactively seek out coaching regularly.’

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