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When managers fail to coach effectively, team performance suffers and transformations don’t stick. Without on-the-job reinforcement via coaching, sellers lose 87% of training just one month later. There is four times more seller productivity impact when sales training is combined with coaching and there is a 19% average increase in sales team performance with “high effectiveness” coaching (vs. low effectiveness).

Coaching is highly infectious whether good or bad.

Substandard coaching has both a negative financial impact and a devastating effect on seller retention and discretionary effort, while effective coaching provides a significant lift in seller performance, engagement and retention.  Our coaching identifies the key behaviors of sales professionals and coaches the development of the new behaviors effectively. The four keys of our coaching programs include:

  1. Ongoing: Provides frequent and continuous coaching support for sellers learning new skills.
  2. Job-Embedded: Observes sellers delivering sales interactions in their current role.
  3. Specific: Just as great sales people tailor messages to customers, we tailor coaching to the unique needs of the individual.
  4. Root-Cause Oriented: Identifies and corrects or reinforces underlying causes of behavior.

When managers fail to coach effectively, team performance suffers and transformations don’t stick. Without on-the-job reinforcement via coaching, sellers lose 87% of training just one month later. There is four times more seller productivity impact when sales training is combined with coaching and there is a 19% average increase in sales team performance with “high effectiveness” coaching (vs. low effectiveness).

Coaching is highly infectious whether good or bad.

Substandard coaching has both a negative financial impact and a devastating effect on seller retention and discretionary effort, while effective coaching provides a significant lift in seller performance, engagement and retention.  Our coaching identifies the key behaviors of sales professionals and coaches the development of the new behaviors effectively. The four keys of our coaching programs include:

  1. Ongoing: Provides frequent and continuous coaching support for sellers learning new skills.
  2. Job-Embedded: Observes sellers delivering sales interactions in their current role.
  3. Specific: Just as great sales people tailor messages to customers, we tailor coaching to the unique needs of the individual.
  4. Root-Cause Oriented: Identifies and corrects or reinforces underlying causes of behavior.

Manufacturing and Distribution

Selling manufacturing and distribution services has many obstacles to success, especially in today’s global economy.

Engineering

It is not uncommon for engineering companies to focus on operations, they need to have a strong salesforce as well.

Plastic and Chemicals

Regulations on the plastics and chemical industry continue to increase, leading to some unpredictability in the market.

Biotechnology

It is rapidly growing industry which is finding salespeople with experience in promoting your company be difficult.

Energy

When it comes to selling energy, there is more to it than simply knowing your stuff. You need to understand your customer completely.

Complex B2B Sales

There is no doubt that B2B sales can be difficult and when the sale is complex, it can seem almost impossible.

Manufacturing and Distribution

Selling manufacturing and distribution services has many obstacles to success, especially in today’s global economy.

Engineering

It is not uncommon for engineering companies to focus on operations, they need to have a strong salesforce as well.

Plastic and Chemicals

Regulations on the plastics and chemical industry continue to increase, leading to some unpredictability in the market.

Biotechnology

It is rapidly growing industry which is finding salespeople with experience in promoting your company be difficult.

Energy

When it comes to selling energy, there is more to it than simply knowing your stuff. You need to understand your customer completely.

Complex B2B Sales

There is no doubt that B2B sales can be difficult and when the sale is complex, it can seem almost impossible.

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