To determine, for both the sales managers and the coachees, whether or not sales coaching made a difference, we interviewed 121 professionals and their managers at a major North American financial services firm. We asked, “What difference did the coaching conversations with your manager make in your success?” Our rating scale ranged from 0% where the manager had no impact or played no role in an opportunity to 100% where sales coaching made all the difference.
The results were significant. Participants in the coached group said their manager “made a significant difference” (72%) compared to “a little difference” (33%) for the non-coached group.
The impact of manager involvement through sales coaching is strong linked to sales success.
