Coaching provides vital opportunities for training follow-up and on-the-job learning, helping to close the gap between L&D and in-role performance. How are organizations leveraging such programs to support sales operations?

To answer this question, Richardson and Training Industry, Inc. surveyed a total of 266 companies in late 2015 to explore their use of sales coaching programs. This report summarizes these results and provides seven data-driven best practices for coaching in sales organizations.

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