This article gives you important knowledge, strategies, data, figures and facts for companies, in B2B and B2C. It also looks at the topic of leadership integration and offers insights, background and tips for successful and profitable training and coaching.
In training, clearly defined topics are taught to a group: the trainer presents the content and, ideally, reinforces it with practical exercises to build and foster the desired skills.
The goal of training is often to trigger change, for example as a first step toward establishing new skills and methods or developing new behaviors. (Sales) training alone, however, cannot generate revenue. According to current studies, that takes reinforcement, implementation support and individual problem solving, and that only works through coaching.
Coaching usually involves a single person, the coachee, and only rarely teams. The aim is to moderate and support a complex solution process for a specific task or problem. It is an accompanying process that is strongly person- and process-oriented and based on the coachee’s potential and needs (“coaching = help for self-help”).
The results of several studies show clear positive effects. Well-designed leadership training programs can lead to a
+ 25% increase in learning
+ 28% in leadership behavior (on the job)
+ 20% increase in overall job performance
+ 8% increase in employee performance
+ 25% increase in results across the whole organization
(Lacerenza, Reyes, Marlow, 2017)
In a study of a Fortune 500 company, researchers concluded that executive coaching delivered an ROI of 788% .
( Case study on the ROI of executive coaching,Merrill C. Anderson, Ph.D., MetrixGlobal, LLC).
According to the International Coaching Federation (ICF), 86% of companies saw a return on their coaching engagements. Other results were:
+48% improvement in organizational strengths
+53% improved employee productivity
+39% improvement in customer service
+32% increased retention of leaders
+70% improved relationships between direct reports and supervisors
+67% improved teamwork
+63% improved peer-to-peer working relationships
+52% job satisfaction
Sales training (e.g. sales skills) leads to:
+21% quota attainment
+30% deals won
-35% turnover
(based on a study of more than 2,000 companies, CSI Insights)
Sales coaching should drive the acceptance and reinforcement of training and strategies that have already been implemented. It covers different coaching areas such as lead and opportunity coaching, funnel coaching, skills and behavior coaching, and territory coaching.
Only about 40% of all companies in Germany use sales coaching, which is often the reason for poor training results.
Sales coaching delivers double-digit improvements in sales performance
+21.3% quota attainment
+19.0% closed deals
(CSI Insights)
– Integration and onboarding of specialists and managers
– Promotion of specialists and managers
– Transformation and change
– Mergers & acquisitions
– Market changes
– Strategy adjustments
– Restructuring
– Change of ownership
– Change of management
– Product changes
– Process changes
– And many more
In management and sales there are 5 variants:
– Coaching for the integration and onboarding of new managers and people moving up
– Coaching to improve employee performance
– Coaching to reflect on leadership behavior
– Executive coaching to improve management skills
– Leadership coaching for leadership development
Other coaching terms:
– Life coaching & personal coaching (personal change)
– Business coaching (business development, startups)
– Mental coaching (mental strategies, often in sports as well)
– Systemic coaching (everyday and specific topics)
– Agile coaching (support with adaptation and learnability)
– Sales training
– Behavioral training
– Product training
– Leadership training
– Process training
– And many more.
One of the most important fields of application for training and coaching is the integration of new, external leaders. Leadership integration goes far beyond onboarding.
In a survey of almost 600 top leaders worldwide, about 80% said it took them between 6 and more than 9 months to have full impact in their new roles. About 47% of all externally hired leaders leave the company again within 18 months. One of the most common reasons is missing or poor integration. The costs of poor integration usually include new hires, severance, lost team productivity and costs from delays, and are typically in the six- to eight-figure range. By comparison, very good integration looks cheap.
The figures and facts prove how important training and coaching are for leadership and sales. Yet #leadershiptraining, #leadershipcoaching, #salestraining and #salescoaching are still strongly underestimated, at least in Germany. Their importance for the labor market as a whole is also often not given its due.
Today training and coaching are an absolute must in companies and an essential complement to the existing HR strategy. When recruiting, availability, experience and personality come first. After that, the topics are #integration, #onboarding, #retention, #learnability, #performance and #development. For years I have supported companies on these topics. Ask me your questions.
With a smartly aligned and interlinked training and coaching strategy, leadership development, the leadership pipeline, productivity gains, an improved company culture and a much stronger employer brand can be the result and generate considerable returns.
If you would like to learn more, just send me a message mikewetterling@genic.ag or give us a call (+49 173 3879696 / +41 791598270 ). I look forward to an exciting dialogue.
Genic Direct GmbH & Co. KG
Schönbichlstrasse 90d
82211 Herrsching
Genic Direct GmbH & Co. KG
Schönbichlstrasse 90d
82211 Herrsching
