5 game-changing statistics about sales coaching that you simply cannot ignore!

Recruiting salespeople who are genuinely passionate about the product. Check ✅

Congratulations, you're halfway there!

But there's still a little more to do when it comes to maintaining a highly successful sales team.

Did you know that over half of sales professionals lack fundamental selling skills and don't receive proper training? It's pretty surprising, especially since regular coaching is a crucial factor in cultivating an exceptional sales team.

So, if you still have any doubts, we've gathered some eye-opening statistics that you absolutely need to know when it comes to sales coaching. Let's take a look!

Companies with dynamic coaching programs achieve 28 percent higher win rates.¹

But what exactly is dynamic coaching?

Well, it's all about using technology to supercharge sales productivity. Say goodbye to the old-fashioned days of listening in on calls for coaching purposes. That's just not efficient or fun!

Now, with the help of awesome conversational intelligence (CI) tools, coaching becomes a breeze. These tools integrate seamlessly with popular communication platforms like Zoom, Google Meet, and Aircall. They do all the heavy lifting, analyzing every interaction and giving you valuable insights.

No more wasting hours listening to irrelevant calls. These handy tools automatically analyze and provide both qualitative and quantitative feedback. It's like having a personal coach for your whole sales team!

Dynamic coaching is especially important when you have a larger sales team, with maybe more than 10 members. With detailed recordings, transcriptions, and even keyword analysis, you can identify both the winning factors and areas for improvement.

And guess what? It's not just the salespeople who benefit. Sales managers also get the support they need to excel in their roles. It's a win-win situation!

So, if you want to boost your win rates and take your sales team to the next level, dynamic coaching with conversational intelligence is the way to go. Get ready to see some impressive results!

Most salespeople tend to forget around 50% of what they learned in their coaching within just five weeks... and 84% after 90 days.²

The main point here is to emphasize the importance of continuous training.

Think of memory as a muscle that needs regular exercise:

We're not reinventing the wheel here; we owe all of this to Ebbinghaus.

So how can we establish a habit of continuous training and optimize our learning?

At Modjo, for instance, we're currently focusing on "How to handle objections better". Thanks to the Modjo tool, which allows us to visualize and analyze our client interactions, we've incorporated continuous training into our routine.

Every Friday morning, we organize a 1-hour coaching session led by a top performer. All Sales/BDRs are present:

1. We choose a specific topic. Let's take: "3 objections encountered this week - and how to respond to them?".

2. Then we review several client interactions, focusing on the key moments of each call. ⇒ The deals that failed, trying to understand the reasons and what could be improved. ⇒ The deals that succeeded, to absorb their structure and messaging.

3. Everyone participates in the discussion and must give their opinion. In addition to building team cohesion, we see the emergence of a "beginning" of collective intelligence - something unheard of in sales! (I'm joking, of course 😄).

The advantage is that by reviewing real negotiations conducted internally, we address the specific challenges encountered daily. This takes us away from "generic" training that might work for everyone but ultimately benefits no one.

And naturally, all of this has a positive impact on our teams' conversion rates.

26% of top performers receive weekly coaching, compared to only 20% of low-performers.³

This just shows that effective training shouldn't stop at onboarding. It's crucial to have an ongoing training program in place.

Not only does it reinforce the knowledge gained during coaching sessions, but it also has a significant impact on your team's conversion rate and their ability to achieve their goals.

Based on our analysis of thousands of calls at Modjo, we can clearly see a strong correlation between performance and the commitment of salespeople, especially in their willingness to review calls.

75% of sales organizations waste resources due to random and informal coaching approaches.⁴

Increasing the number of coaching sessions in general is certainly important.

But it's crucial to recognize that selling and teaching sales are two completely distinct skills.

So, how can someone effectively coach a team if they haven't first learned how to coach themselves?

This is where manager training plays a significant role.

Managers must undergo training to develop their coaching abilities. Just because they were successful salespeople doesn't mean they automatically possess the skills to translate that success into effective coaching practices for their sales team.

It's no secret that many managers are promoted without having refined coaching skills.

Therefore, to excel in this role, it's essential for managers to be the first ones to receive comprehensive coaching training.

One coaching model that empowers managers to learn effective coaching techniques is the GROW model. The acronym stands for Goal – Reality – Options – Will.

🎯 Goal: What are the desired achievements? What objectives do we want to reach?

📍 Reality: What is the current situation and context we are operating in? Where do we currently stand?

🏃 Options: What possible choices and pathways are available? What strategies can be pursued to achieve the goals?

💪 Will: What specific actions will be taken to drive progress and outcomes?

In essence, the GROW model guides individuals from their present state to where they need to be.

By embracing this approach, a former high-performing salesperson can effectively transition into the role of a sales director and coach, delivering remarkable results.

47% of Account Executives have left their company due to poor onboarding or coaching. 👋 ⁵

While it's tempting to focus coaching efforts on employees who bring in new clients, it's equally important, if not more, to support those who manage ongoing business.

Providing Account Executives with the necessary knowledge and resources is crucial. It's not just about ensuring a satisfying customer experience, but also about closing deals!

To help you reduce turnover rate, we have two valuable resources for you:

👉 a template for comprehensive onboarding

👉 a template for successful coaching

A salesperson without proper coaching is like a boat without a rudder. We keep moving forward, but we may not be on the best path.

Are you ready to steer in the right direction?

Now that you're convinced of the benefits of coaching, you're already 55% closer to your goal.

Calling all French speakers! 🇫🇷 We are thrilled to announce an exclusive webinar in collaboration with Atscale ale on November 7, 2023.

The challenge at hand: How can you foster a coaching culture for top-notch sales teams? 🚀

If you haven't implemented personalized development plans, peer-to-peer coaching, scorecards, and self-assessment yet, this webinar is an absolute must-attend. Get ready to be inspired and supercharge your sales team's coaching.

Here's what you can expect:

• Learn how to promote a coaching culture within your sales teams

• Discover the best practices to implement right away

• Unleash the power of resources to maximize the impact of coaching

• Engage in a 15-minute Q&A session

Don't miss out on this incredible opportunity! Join us for an exciting discussion with Pierre Trannoy - Co-founder of Atscale ale and former VP Sales of Criteo .

Secure your spot now, as there are only 250 spots available! 🚀 Sign up here.

See you next week for a new nugget by Modjo.

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