Guide to Sales Coaching Metrics

What data can tell you about where to coach


Why Read?

The concept of Sales Coaching and its benefits to sales organizations isn’t new. There’s a lot of research to support the claim that successful sales coaching programs contribute directly to revenue performance.

During a recent webinar, we polled attendees on their organization’s level of sales coaching maturity, and more than half reported that coaching efforts were ad hoc at best.

So where do you start? You’ve likely heard the saying, manage what you measure, and there’s a reason it’s tried and true. The metrics you choose to track will help set the course for coaching what matters most to your organization.


This handy guide will explore different metrics throughout the sales funnel that show you where and what to coach.

You’ll learn:

  • What type of data you should be tracking through each stage of the sales funnel
  • What that data can tell you about the effectiveness of your team
  • Behaviours you should be coaching based on what the data tells you

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