The 2023 State of Sales Coaching
Every second counts: Coach reps to make the most of every buyer interaction.
We analyzed activity from more than one million users at 400 companies using Mindtickle to
help you understand how winning teams ensure reps are always ready to close more deals.
help you understand how winning teams ensure reps are always ready to close more deals.
400+
Companies
1M+
Users
143K+
Monthly mobile users
190+
Countries
300K+
Calls recorded
State of Coaching
Every second of interaction with a buyer counts. Effective sales coaching can ensure managers empower sales reps with the resources and skills they need to leave a lasting impression.
Top manager coaching frequency
Continuous and ongoing coaching cadences correlate to a higher degree of rep success in the field.
8
The average number of sellers under a single manager
3
The average number of manager-led coaching sessions per rep per month
11
The average number of formal coaching sessions managers of top-performing reps complete per rep per month
- 41% say it’s to ensure reps refine and improve their sales skills
- 22% say it’s to build confidence and encourage skill development
- 12% say it’s to provide consistent practices & expectations across the sales team
- 25% say it’s to Increase revenue
Top coaching obstacles
Front-line managers face barriers that stand in the way of effective coaching.
32%
The number of reps they manage
19%
Not wanting to distract sellers from their job
15%
No formal coaching process
12%
Unsure how to measure coaching success
10%
Reluctance by sales reps to be coached
7%
Lack of coach the coaches training
5%
Lack of technology
Download the Report
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