Blog Article

Research Into Why So Many Sales People Fail: Part 1

New, independent research (Source: SEC Solutions Research, Sales Executive Council research) has recently been published on the impact of good, consistent coaching on sales effectiveness.

In the spirit of our articles – insightful and brief – we wanted to share this research with you in a series of 4 articles over the next 8 weeks. This first element of the research looks at how well managers currently coach and the impact of coaching (or no coaching) in the post training environment. 

Prosell Sales Training


Goal per Coaching Time Chart


Managers Perform Least Well Chart


Manager Skill Index Chart


Retention of Sales Training Chart



The evidence is very clear. If sales team leaders and managers do not coach, most of the time and money spent on training is wasted, (87%) and people revert to old practices. The point worth considering more closely is this. If sales training dissipates so quickly, is the same not true for coaching training? We know the figures are startlingly similar. So if you simply put managers on a coaching course and then direct them to coach, you must accept that 87% of the content of that coaching course will fall away in less than a month and you are left with unskilful, poorly directed coaches. It is as important (if not more), to coach the coaches as it is to coach the sales people. Our next two articles in this series looks at who to coach, how often and the level of skill needed. (Poor coaching is more harmful than not coaching at all!) The final article then looks at 3 other key reasons why so many sales people fail.


For those of you to whom this is a critical issue and you would like the other articles in the series sooner, please click here to Download Article Series PDF


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  • Prosell offers a program that combines sales training and sales coaching.  It is based on recognised research, which tells us that training alone has limited impact and that when supported by skilful coaching, has 74% more chance of being implemented.
  • Prosell has resources to deliver these programs across Australia, covering Sydney, Melbourne, Brisbane, Perth, Adelaide and Canberra.




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