Every Tuesday and Thursday, I attend one of the most interesting meetings of my week: The HubSpot Sales Solutions sales team’s film reviews (try saying that five times fast). In these meetings, we listen to a recorded call from the last week, and the team provides feedback and suggestions for improvement.
These meetings are interesting for me because my role rarely puts me in direct contact with customers, but also because I get to see sales coaching in action.
In the age-old debate of nature versus nurture, sales is proof that nurture is just as important as nature. Without continuous coaching, a measly 13% of training is still retained after 30 days. With continuous coaching and training, however, sales productivity increases fourfold. That’s why it’s so important to build coaching and practice into a sales team’s regular schedule.
For more stats on the importance of coaching and how to coach your team efficiently, check out the infographic below from CEB.