CSO Insights has been running its studies annually for almost 25 years. In that time, a lot has changed in the sales world. Technology, including AI, has revolutionized the daily activities of sellers and managers. The methodology for selling has shifted from product selling to...

Looking deeper into the question of who’s actually delivering the coaching for salespeople revealed some interesting facts. If you haven’t seen it, make sure you check out my Sales Coaching – Who Is Doing It? blog. In a nutshell, sales managers and specialized coaches both...

When it comes to sales coaching, we usually discuss the approaches that have been taken, the impact different approaches create and what organizations that don’t implement sales coaching the right way miss out on in terms of performance.We usually assume that sales managers should be...

Sales coaching drives results. Great results, no doubt. We see it year after year in our global data. Our 4th Annual Sales Enablement Study shows that, implemented properly, sales coaching can lead to a 16.6% increase in win rates for forecasted deals. Stay tuned for...

The data speaks for itself: Sales coaching matters a lot. To be precise, sales coaching matters most. It’s the only enablement service that leads to 2-digit improvements in win rates for forecast deals year after year.Based on our 2018 data, 40% of organizations leverage the...