Why Invest In Coaching
Here's some evidence to justify investing in leadership or performance coaching.
What if both you and your leaders stretched to your potential – every day?
Coaching is critical for athletes to achieve peak performance. Its true for athletes and it’s true for leaders. Think about factors that made you successful – I bet that some good coaching contributed to your success!
The 2015 MHI Sales Best Practices Study shows there is a big difference between world-class performers and everyone else. Eighty-four percent of the world-class segment indicated their organizations spend adequate time coaching everyone on the sales team in an average month. Not just any coaching will do. Formal coaching process improved win rates from 46% up to 54%. The business impact cannot be ignored.
Sales Managers have the highest leverage effect in any sales organization. When you invest in the leader, you get a multiple effect for the entire sales team, compared to the undeveloped manager. Compare how your investment stacks up.
ROI: Coaching generates learning and clarity for forward action with a commitment to measurable outcomes. The vast majority of companies (86%) say they at least made their investment back.
So your convinced coaching is worth the investment, what’s enough time?
Sales managers who work with a formal coaching process, who have been developed regarding their coaching skills based on this process and who have the right coaching guidelines and data at hand, can coach in an effective way with 20% to 30% of their time, to improve win rates of forecasted deals up to 17% as mentioned above.
Call to Action
If you are committed to Peak Performance, hire a coach.