Raleigh, NC – March 8, 2016 – Training Industry, Inc. and Richardson have released a new research report investigating how companies are leveraging coaching programs to support sales operations.
The study, which included 266 companies, reveals several key findings, including:
- 58% of companies utilized sales coaching in the past year “always” or “often”
- 53% of sales coaching programs have a formal or semi-formal structure
- The delivery tools and technologies most effective at supporting coaching included webinars (55%), simulations (52%), and video learning (50%)
The full report, “Best Practices in Sales Coaching Across the Workforce,” can be downloaded here.
“This study provides a better understanding of how organizations are designing and implementing coaching programs to bridge skills gaps between training and job tasks,” said Tom Whelan, Ph.D., director of corporate research at Training Industry, Inc. “Seven data-driven best practices for coaching in sales organizations emerged from the cumulative research results, representing common aspects of best-in-class coaching programs.”
Ken Taylor, Training Industry, Inc.’s President, emphasized the variety of roles that can serve as a sales coach.
“Whether a manager, high-performing sales representative, or professional coach who is external to the company, all were identified as being effective in a coaching capacity,” said Taylor. “The most effective coaching programs, however, frequently leverage professional coaches to bring fresh ideas and a broader experience to the coaching dynamic.”
About Richardson:
Richardson is a global sales training and performance improvement company. We have more than 30 years of experience creating customized solutions that build organizational ability and improve individual skill necessary to grow profitable sales.
We work with some of the largest and most sophisticated companies in the world, and we have won numerous awards. We create solutions that fit your unique culture and situation, helping you execute strategy through your sales force.
Please visit us at www.richardson.com to learn more about how we help our clients deliver and sustain high-impact sales training solutions.
About Training Industry, Inc.
Training Industry, Inc. spotlights the latest news, articles, case studies, and best practices within the training industry. Training Industry, Inc. research captures the collective wisdom of learning professionals, revealing fresh data on trends and practices in the evolving training market.
For additional information on Training Industry, Inc. research, email info@trainingindustry.com or visit stagingweb.trainingindustry.com.
