Cover art for podcast Sales Is King

Sales Is King

140 EpisodesProduced by Dan Sixsmith Website

Sales reps are facing a crossroads. The Zoom Economy has empowered buyers and forced sales reps to change the way they sell. The choice is simple: evolve and thrive or cling to the past and struggle. This podcast delivers the high impact content that sales execs need to consistently crush their numb… read more

30:20

Episode 59: Desperately Seeking A Culture Of Coaching

Sales Coaching when done correctly reaps tremendous benefits on organizations. Unfortunately, the majority of companies either do not provide sales coaching to their reps or deliver half assed attempts at coaching. In addition, there are some glaring gaps and disconnects here.
82% of Sales leaders say they 'coach' their reps, yet only 48.2% of reps say they are actually coached.
Sales leaders score themselves 79/100 on coaching prowess, yet their reps give them a score of 49/100
Geez!!
The benefits of coaching are many:
112% increase in deal size
32% reduction in cycle time
3x increase in wins
20% reduction in attrition
64% greater chance reps will meet quota

So why the hell isn't this a bigger priority for organizations !!

Dan dives into two new articles on sales coaching and rants his way through the implications delivering some much needed answers on how we solve this critical issue. Get your headphones on and turned up! 🎧

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