Sales coaching is an essential responsibility of frontline sales managers. In our Sales Management Research Report, we found that sales managers at high-impact organizations (sales organizations where over 75% of sales reps achieve quota) spend significantly more time coaching than sales managers at average (25% – 75% achieve quota) and low (less than 25% achieve quota) performing organizations.
With such potential benefits, it is no wonder that many sales organizations recommend that their front-line sales managers spend 25% – 40% of their time on sales coaching.
But what about senior management? Should they coach frontline sellers?
Skip Level Coaching
The short answer: Yes, even the Chief Revenue Officer. The idea here is “skip-level” coaching. In this coaching relationship, a salesperson receives coaching feedback from a manager several levels above their sales manager, essentially “skipping” a level in the traditional sales organizational hierarchy. This allows for a different perspective and insights from senior leadership. For the …