February 27th, 2015

Complimentary Research Study: Best-In-Class Sales Coaching Can Shorten Your Sales Cycle

aberdeen-best-in-class-sales-coaching

Let’s Make a Deal. New Research Reports that Best-In-Class Sales Coaching Can Shorten Your Sales Cycle

Richardson recently partnered with the Aberdeen Group to provide their newest research study that looks at how adding real-deal sales coaching elements to training activities achieves better business results in today’s competing market place. The research report analyzed the specific competencies around the more in-depth sales coaching tools that help shrink the sales cycle window for the most successful sales operations teams.

The study reveals several key findings, including:

  • Best-in-class organizations are 26% more likely than all others to move beyond the basic, generic training on products, pricing, and messaging, to a formal one-on-one coaching methodology that is specific to individual needs in the pipeline or key accounts.
  • Best-in-class organizations are 61% more often turning to external consultants and trainers for assistance
  • Best-in-class organizations lead all others by a 16% margin in promoting a culture of continuous improvement by formally engaging in win/loss activities to understand why they win or lose deals

To download Aberdeen’s full report, click here on the image below:
best-in-class-sales-coaching

About The Author: James A. Brodo

Jim Brodo is Senior Vice President of Marketing at Richardson. Jim brings over a decade experience to this position with Richardson, where he oversees all marketing and communications efforts for the organization including SEO, SEM, planning, public relations, advertising, lead nurturing, and brand strategy. Jim is currently focused on updating the corporate identity, especially through the use of organic SEO and SEM tactics. He spearheaded the implementation of professional social networking strategies, launch of the new website, updated messaging, and marketing materials. In addition, Jim is credited for creating a content marketing syndication strategy that focuses on adding value to clients and prospects. As the leader of the corporate marketing operations, Jim aims to strengthen Richardson’s brand as the top sales training company in the industry.

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James A. Brodo

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