More on sales coaching in a virtual world

In an earlier post we talked about virtual sales management. Here’s another look at the topic – a study appeared by CSO Insights on Managing Sales in a Virtual World.

Sales coaching

A few key facts from the study to lay a foundation …

First, the average sales manager oversees just over six sales people. Second, sales managers spend about 64% of their workweek directly interacting with sales reps. The percentages for how sales managers spend the total time is reported below. [*Time with sales reps]

  • Selling time with sales reps – 27%*
  • Coaching sales reps (including reviewing proposals and strategies) – 22%*
  • Internal meetings and management tasks – 20%
  • Planning and forecasting – 15%*
  • Other (training, travel) – 20%

However, with sales reps increasingly being remotely located from their managers face-to-face meetings for: coaching, planning, and forecasting sessions take a disproportionate amount of time out of the work week. And selling time is too valuable. – the study reports that on average, sales reps are making only 1.2 calls per day .

The solution? According to the study, it’s virtual sales management (VSM). It notes that “VSM is not about doing things differently, but rather doing the things we already know we have to do differently.” To increase revenue, optimizing sales management performance is key – and the study suggests that VSM can play a key role – using collaboration technology to work with sales teams in coaching, pipeline forecasting, reviewing sales strategies and/or using virtual sales calls to rehearse that critical sales call VSM holds potential for achieving a better balance between efficiency and effectiveness.

Click here to request a summary of the study.

Check out other posts on sales effectiveness at the Sales Training Connection. 

©2011 Sales Horizons™, LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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1 Response to More on sales coaching in a virtual world

  1. Pingback: Strategy review sessions – a different perspective | Sales Training Connection

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