B2B Sales – Does Coaching Really Work?

The article discusses the effectiveness of coaching in B2B sales management. It explains that while coaching has been a common practice in sports, it is only recently that it has gained traction in sales management. The article provides some statistics to support the effectiveness of coaching in sales, including a study by the Association for Talent Development that showed sales teams with effective coaching achieved 16.7% higher annual revenue growth than those without coaching.

The article goes on to provide some tips for effective coaching in B2B sales, including setting clear goals, establishing trust between coach and team member, and providing regular feedback. It also emphasizes the importance of customizing coaching to the individual needs of the team member and using coaching to promote ongoing learning and development.

Overall, the article suggests that coaching can be an effective tool for improving B2B sales performance if implemented properly.