Successful Sales Coaching in a Recession

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Successful Sales Coachingin a Recession

• Nancy J. Martini, CEO, PI Worldwide
• Dr. Christopher Croner, President, SalesDrive,
  LLC
• Dave DiStefano, CEO, Richardson
• Patrick Sweeney, President, Caliper

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Selling in Todays Environment

• External Factors
• In Your Face
• Economy Media Madness
• In the Future
• Globalization, BRICs
• In ST LT Challenges
• Performance Management Talent Gap

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Talent Gap 2006 2030
Bottom Line 20 More Jobs than Workers
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Sales Coaching Outcomes

• Educate
• Motivate
• Develop
• Instill Self-Sufficiency
• Drive Results
• Increase Satisfaction Retention

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Coaching Knowledge is Power ROI

• Evaluation Measurement
• Product Knowledge/Messaging
• Sales/Technical Skills Training
• Behavioral Motivation/Drive
• Self Awareness/Self Management
• Sales Results ROI
• Coaching Accuracy

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Industry Snapshot - ROI

• Recent survey by I/O psychologists Van Buren
  Erskine reported that organizations using the
  four training evaluation levels at
• Reaction Criteria 78
• Learning Criteria 32
• Behavior Criteria 9
• Results Criteria 7

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Industry Snapshot Training Assessments

• Training Magazine (www.trainingmag.com) reports
  that 13 of training dollars are allocated to
  sales training.
• 2008 ASTD State of the Industry - ASTD BEST
  Award winners (LF) spent on average 1,451 pp
• 2009, Aberdeen Group (www.aberdeen.com) reported
  that best in class companies (those who align
  their assessments strategically to business
  objectives) enjoy
• Improved overall employee performance by 37
• Increased employee productivity by 32
• Boosted quality of hire by 32

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Industry Snapshot - Coaching

• ES Research Group reports
• 80 of sales teams would see ST LT performance
  improvement with a strategic approach to coaching
  by first-line sales managers.
• Coaching undervalued/misunderstood by those
  companies, first line item to be eliminated when
  sales training budgets are cut.
• Effective coaching is a skill that itself
  requires process, learning and reinforcement.
• ESR estimates that only 15 of first-line sales
  managers are effective coaches.
• The best coaching will have no impact unless the
  right people are in individual sales roles.

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Why Coaching in a Recession?

• Coaching Provides
• Motivation to change
• Practice
• Feedback