Imagine if 20% of your sellers consistently met their productivity targets. Or imagine how your sales team would react if its win rates increased by 25% every three months.
These statistics don’t represent improbable results. For businesses that use sales coaching, the goals are attainable. And no other economic output or investment comes even close to coaching regarding raising performance.
In actuality, sales teams that spend 20% or more of their time coaching see improvements in performance, higher retention and engagement rates among their sellers, and overall revenue growth.
Without any doubt, business owners and even sales teams can benefit from sales coaching to nurture their selling abilities. But do more sales result from sales coaching?
Well, I’ll answer this in the affirmative. It does, indeed. And this blog post will provide some fantastic sales coaching statistics to support the argument.
But before then, be informed that there are hundreds of thousands of salespeople across the globe, and yet, there is no official sales training coursework offered in high educational institutions. Sadly!
The jaw-dropping question that begs for an answer now is: how do sales representatives learn the art of sales motion, and what type of conversation do they prefer?
You will agree that poor sales coaching or no coaching (at all) can hurt your overall sales performance; as such, enroll in any efficient sales coaching program to help improve your results today.
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Top 22 Surprising Sales Coaching Statistics For 2023
One of the advantages of sales coaching is that it enables salespeople to plan and meet their target customers at their current destinations.
And it also teaches them how to quickly change course or plan (in time) when their target audience alters the plan.
So to learn more about the sales coaching program’s effectiveness and benefits, consider the following fabulous sales coaching statistics.
1. Salespeople whose sales manager devotes 50% of their time to coaching programs perform 24% higher and better.
Spend the time to reap the rewards. According to Dave Kurlan, a salesman whose sales managers spend 50% (on average) of their time coaching perform 13% better and 24% higher in closing deals than those whose sales managers seldom coach.
2. Sales reps who attend 2 hours weekly coaching programs have a 56% win rate.
LevelEleven published on its website that the number of hours spent by sales representatives determines their level of efficiency and success.
The win rates for sales representatives who receive at least 30 minutes of sales coaching each week are 43%.
And on the other hand, the win rates for those who receive at least 2 hours of coaching each week are 56%.
3. In the sales and marketing industry, cooperative selling has increased the pipeline by 25%
Findings show that more than half (52%) of sales professionals claim that cooperative selling has increased the pipeline by more than 25%.
While 60% of sales professionals also claim that cooperative selling has improved productivity by over 25%.
Businesses can sell products more quickly and effectively by involving other departments in the process. (Salesforce)
4. Companies where managers spend more time coaching than selling has higher win rates (5.2%) than their counterparts.
According to a survey by SellingPower, 74% of top companies believe that frontline managers’ primary responsibilities are coaching and mentoring salespeople.
And the forecast deal win rates and overall profit attainment are both 8.2% and 5.2% higher for businesses where managers spend more time coaching than selling.
5. Customer satisfaction (CSAT) is tracked by 66% of sales teams as their top KPI, narrowly beating out “team quota met” (65%) by a small margin.
The 360Blog wrote that there is no standardized way for sales teams to assess their contribution to delivering customer satisfaction, although it is the biggest priority for businesses.
Sales managers are looking for alternative metrics to gauge their team’s performance as the organization’s operations become more predictable and easier for reps with a data-first dynamic sales coaching program.
There and then, companies will evaluate sales representatives more and more on their capacity to forge and maintain trusting bonds with clients going forward.
6. 34% of today’s salespeople spend most of their time selling in reality.
In 2021, data entry, quote creation, and other tasks that divert sales teams’ attention from customers will become challenging to keep up with.
As sales cycles lengthen, sales reps frequently don’t know what steps to take to reach their target goal in their daily work. Part of the reasons why sales coaching is becoming more critical.
Unsurprisingly, 57% of salespeople believe they will fall short of their quotas for the year, and 34% of them focus on selling and nothing more. (Salesforce)
7. Since 2015, inside sales positions have grown by 7% on average, while sales development positions have increased by 6%.
In a survey conducted by the Salesforce team, it was realized that inside sales positions have grown by 7% on average, while sales development positions have increased by 6%.
Businesses are revising their staffing models as virtual selling spreads. And it’s working: high-performing teams are between 2.3 and 2.7 times more likely to have increased their inside sales staff than their underperforming peers.
8. More than 50% of sales reps say they will quit if their boss is a lousy coach.
The Importance of sale Coaching is becoming more lucid, and many sales representatives don’t joke about it anymore.
According to Salesforce, 60% of sales reps who report to managers who are poor coaches are thinking about leaving their positions. Two bad cannot make a right!
9. An efficient and effective sales coaching program increases business win rates by 28%
The highest-performing sales managers, according to Gartner, place a high priority on sales coaching and strive to deliver it at the right time.
Dynamic and excellent sales coaching programs increase win rates by 28% for businesses, giving them an edge over their competitors.
That is to say, businesses that offer top-notch coaching can experience a 7% increase in annual revenue growth. Massive, isn’t it?
10. Good data is the foundation of sales coaching.
Working from a single, unified interface is preferable for strategic planning like sales coaching, which usually means the CRM is the “home base.”
While this goes without saying, you’ll want to ensure you operate with a complete set of “good” data before moving forward.
91% of CRM data, according to Salesforce, is insufficient. As a result, total pipeline visibility is hampered by incomplete data, which forces you to make decisions before fully understanding the situation.
You’ll need a detailed record of all correspondence, networks, and sales activities if you want to guarantee the best outcomes.
The coaching process can then be streamlined and automated by layering AI-enabled tools on top of that.
11. Since switching to remote work, 45% of salespeople claim they have received no coaching or less coaching than usual.
About 23% of sales representatives claim that since switching to remote work, they’ve received little or less coaching, 16% claim they have received significantly less coaching, and 7% claim they did receive no coaching.
Data from a research study of over 2,000 sales professionals (sales managers, sales reps, and executives) served as the basis for the report.
12. Executive coaching yields 778% ROI
MetrixGlobal surveyed the importance of sales and executive coaching, and the respondents filled out intriguing responses.
The study found that executive coaching increased employee satisfaction and productivity, yielding a 788% return on investment.
77% of the respondents opined that coaching significantly affected at least one of nine business metrics.
13. Even in the sales and marketing industry, over 50% of B2B sellers also fancy AI.
It’s a known fact that coaching helps sales representatives navigate nonlinear and long sales cycles efficiently and effectively.
Hence, as nonlinear sale journeys become the tradition, AI-enabled sales coaching program is shaping up (day by day) to be the core value of the sales stack.
In 2020, Forrester predicted that by 2021 and beyond, more than half of B2B sellers (60%) will augment their “human strengths with AI and automation tools.”
14. Dynamic coaching strengthens sales training.
Without a doubt, sales training is vital, but in the same vein, knowledge quickly fades within 20 minutes (based on the “forgetting curve” theory).
That said, sales coaching reinforces the gap between performance and training using conventional methods such as role-playing and 1:1s.
15. Sales coaching democratizes and exhibits knowledge.
But sales coaching ensures sales reps “copy” or imitate the right people for personal growth and development.
Coaches can capture and happily share best practices exhibits or shown by the top performers — then subsequently use them to improve others’ performance.
16. “Coaching by the sales manager” is the most impressive way of strengthening new sales skills.
SaleProgress surveyed the best and most effective ways of reinforcing new sales skills, and below are how the respondents answered.
33% of the sales representatives believe that “technology reinforcements and support” is one of the most efficient ways of reinforcing and strengthening new sales skills.
Also, 46% gladly voted for “coaching by the sales manager” as the ideal and topmost way to bolster new sales skills effectively.
While 43% rated “follow-up training classes” as the most powerful way of augmenting new sales skills.
17. 90% of salespeople will gladly put their newly acquired skills into practice.
The art of selling is not one-way traffic, and it’s equally not two-way traffic; it’s a continuous process that one learns every day.
Likewise, today’s buyers require assistance in getting the correct information via the appropriate channels to make a decision they are happy with.
As such, more than 90% of sales reps say they will transfer their newly acquired skills into practice if it lets them demonstrate and give the correct info to their buyer. (Pete Stuckey)
18. 84% of initially learned content (in sales coaching) is lost within 90 days
B2B sellers and top salespeople foster customer loyalty and trust by providing timely and data-driven insights for their buyers or potential customers.
Hence, there is always a need to learn, relearn, and unlearn in the sales and marketing realm.
A survey conducted by Training Industry revealed that within 5 weeks, 50% of already learned contents are not retained.
And within 90 days, approximately 84% of initially learned content and marketing skills are lost.
These highlights and figures show the value and importance of continuous learning and ongoing coaching.
19. Businesses with post-training reinforcement record 34% quota achievement.
The Aberdeen Group conducted extensive research on post-training reinforcement and what they found out, in the long run, is impressive.
The article they published via Checkli revealed that less than 50% of companies and business organizations provide post-training reinforcement.
However, organizations and businesses that adopt post-training reinforcement witness that 34% of first-year salespeople achieve more quota.
20. Sales team performance improves by 19% when efficient coaching is implemented.
Sounds pleasant and astonishing, right? Yeah! A recent study reveals the correlation between sales coaching and quota attainment. (CSO Insight)
According to the study, when coaching skills surpassed expectations, 94.8% of the salespeople met their quota.
On the contrary, 84.5% of reps only hit their quota where coaching skills require improvement.
That is to say, when you prioritize coaching your sales team, you can improve seller performance by 19%.
In fact, Pipedrive quotes a report from the Challenger blog that effective sales coaching significantly impacts revenue and performance.
21. Effective sales coaching bolsters employee retention rates.
As we all know, rep turnover is a notorious difficulty in sales. Yet, more significant wag
es elsewhere, professional development opportunities, or burnout will always motivate some to stay.
In one study by HubSpot, 9 out of 10 employees rate professional development as “very important” or “important,” and four respondents specifically prefer in-house programs.
22. More professionals (other than sales reps) are considering sales coaching to up their win rates.
Second Nature embarked on a study in 2021 using over 1,000 sales professionals as a case study.
96% of respondents agreed that sales coaching could significantly increase sales performance, while 64% said they prefer more coaching time.
From the preceding paragraphs, it can be deduced that it is not only salespeople that are open to coaching but also a significant majority in the entrepreneurial world.
Every manager and business owner actively looks to sales coaching to level up their already acquired skills, close deals, and improve their win rate. (Pipedrive)
In a recent study by the Human Capital Institute, more than half (51%) of businesses with a solid and magnificent sales coaching culture recorded higher revenue.
Because an efficient sales coaching metamorphosis into good selling! When your team and sales reps improve, the organization reaps the benefits.
Simply put, coaching is a vital aspect of any business sales enablement program. It has a significant effect on the team and the overall business organization.
Lastly, be enlightened that any day and time is a good day to start your sales coaching journey!