Episode 14: How to Increase Sales Coaching ROI

As sales leaders, we’re always trying to empower our reps. When they win as individuals, you win as an organization! But for B2B businesses, the time your reps spend with buyers is shrinking. We’ve mentioned this on previous episodes – As the B2B buyer’s journey shifts to a digital experience, it’s estimated that your rep’s only get 5% of that buyer’s journey. And in that shortened window of time, they’re still expected to build trust, differentiate from competitors, and demonstrate value to close deals at the same rate. This puts an increased pressure and responsibility on sales leaders and coaches to understand where reps are struggling and where to focus coaching efforts to make an impact, build sales rep confidence, and increase win rates.