Ineffective Sales Training Hurts Even the Best [Infographic]

Without coaching, you retain 100% of your sales training. The problem comes on day 30, when you’ve lost a whopping 87% of training insights. Sales productivity is often talked about in the context of time prepping for meetings and time saved by a CRM, but CEB recently examined productivity in the context of training and coaching.

For different sales groups, they found pairing training and coaching leads to productivity impacts 4 times higher than training alone. “Coaching” can take different forms:

• Having peers or managers review your calls or meetings
• Focused 1 on 1s for career development or closing deals
• Reinforcing positive behaviors in salespeople’s wins

Scroll down to learn more about sales coaching in CEB’s infographic.