Are You Coaching in the Dark? The Evidence-Based Path to High-Impact Sales Coaching
The session with Tim Riesterer reveals that most sales coaching fails because it focuses on sellers' assumptions rather than buyers' actual values, and by analyzing over 120,000 deals to identify eight buyer-valued competencies, coaching targeted to these skills can boost win rates by 40%, offering a data-driven approach to replace generic training with effective, evidence-based sales coaching.
You’re coaching hard. Sellers are logging calls, recording “reasons lost,” and talking a big game in pipeline reviews. So why are win rates stuck in neutral?
Most sales organizations coach to what sellers think buyers want—not what buyers actually value. In fact, sellers’ explanations for lost deals miss the real reason 50–70 percent of the time.
It’s time to get feedback from the people who matter most: your buyers.
An analysis of over 120,000+ won and lost deals revealed eight specific competencies that buyers say separate winners from the rest. Coaching to these competencies can increase win rates by 40 percent. Ignoring them means repeating the same mistakes.
In this session with Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, you’ll learn how to:
- Zero in on the real skills that predict deal outcomes and move deals
- Measure and coach to the sales competencies that buyers care about most
- Replace generic training with targeted, proof-backed coaching that makes new skills stick
Ready to ditch the hunches and start coaching to win?