White Paper: The Coaching Imperative

The impact of a proven sales methodology like TAS^® on individual sales person productivity and company revenues is well documented. Performance is improved when a company has a defined sales process, and it is further enhanced when an organization encapsulates both the sales methodology and sales process inside its CRM system.

Coaching has also been shown to positively impact performance, and not just in the new business arena. In fact, according to the Corporate Executive Board’s Sales Executive Council, companies that integrate training, coaching and real-world experience (i.e., experiential learning) have seen a 4-fold increase in productivity, up to 88%.  Furthermore, as a result of coaching, Return on Investment in sales goes up 27%, according to Gallup, and, where sales coaching is involved, customer loyalty improves by 56%.

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