Just getting started with sales coaching? You may be wondering what it's really all about. In short, sales coaching is the art (and science) of guiding sales reps to reach their full potential. It's a strategic exercise that can make a big difference in your company's sales performance.

Sales calls still play an essential role in 2024. Everyone is receiving so much communication, on all different channels, that it may feel like sales calls are less important. However, both qualitative and quantitative data consistently shows that customers want to talk to a real person - especially when they perceive that purchase to be important or expensive. And if you're not providing sales coaching to improve the quality of those calls, and their outcomes, you may be missing out on key opportunities.

So how can you improve the outcomes of those conversations? This blog will help.

The importance of inside sales has skyrocketed in the last few years, driven by a variety of factors. For one, the availability of sales automation software has made inside sales possible, and resulting in lower customer acquisition costs. It’s also a reflection of customer preference. Forrester research has shown that inside sales roles are growing15 times fasterthan outside sales because75% of buyers would rather not meet face-to-face with a salesperson. So, the message is clear. If you are not thinking about how to level up your inside sales strategy, you are leaving revenue dollars on the table and hindering your company's profitability.

Sales coaching is a proven strategy for improving sales performance. But what are sales coaching techniques that you can actually put into practice? The good news is that sales coaching doesn't need to be difficult or cumbersome. (Plus, the right tools can help!)

In the opening words of his TED talk, American business magnate Bill Gates declared “Everyone needs a coach.” From professional athletes to CEOs, Bill highlighted the fact that the single common attribute among all high-performing individuals was the fact that they have a coach. Why should sales managers and sales reps be any different? 

As much as we love the efficiency of texting and email when doing business, there are times when a phone call is necessary. Some of those times occur during the sales process. The phone remains one of a salesperson's most effective communication channels, helping them make personal connections with leads and close more deals.

Your sales team is killing it this month. They've received a record number of calls and are scrambling to follow up. You’re thrilled, but you're also wondering, what happened this month to generate all these calls? 

We all know it – collecting consumer data is vital to any business who wants to optimize online lead conversions. So, how can call tracking help?

Even in today's digital world, communication is critical. And even though we're talking to each other more than ever before, communication doesn't seem to be getting better. That's where Conversation Intelligence can help. But what is Conversation Intelligence?

Businesses in the US spent $4.6B on generating leads in 2021; it’s a top priority for marketing and sales leaders. This begs the question: if these leads are so valuable, why does it take the average company 47 hours to respond to a lead - if they respond at all? The truth is that lead response matters. And lead response is most effective when it's fast.