Without on-the-job reinforcement via coaching, sellers lose 87% of training just one month later.
Seller productivity impact when sales training is combined with coaching.
Average increase in sales team performance with ‘high effectiveness’ coaching (vs. low effectiveness)
Coaching is highly infectious whether good or bad.
Substandard coaching has both a negative financial impact and a devastating effect on seller retention and discretionary effort, while effective coaching provides a significant lift in seller performance, engagement and retention. Managers tasked with coaching Challengers must be able to recognize the key behaviors – Teaching, Tailoring, Taking Control, and Building Constructive Tension – and coach the development of these new behaviors effectively.
Four Keys to Coaching Challenger
Provide frequent and continuous coaching support for sellers learning new Challenger Skills
Observe sellers delivering Challenger sales interactions in their current role.
Just as Challengers tailor messages to customers, managers must tailor coaching to the unique needs of the individual.
Identify and correct or reinforce underlying causes of behavior.
Sales & Marketing and Customer Service
Our work is supported by ongoing research and backed by our best-selling books The Challenger Sale, The Challenger Customer and The Effortless Experience.