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1. 4 Ways to Build a Metric-Based
Sales Coaching Culture
Jon Birdsong

2. What’s More Important
than Leads?

3. Nothing

4. Your People

5. “Could it be that we have become so
consumed with automation, calibration,
tools, and fads that we have forgotten about
the people in sales?”
- Trish Bertuzzi and Steve Richards
State of Sales Management 2014: Leading and Retaining Sales Reps

6. “52% of North American
companies implement sales
coaching, and 37% of the
remaining 48% are planning to
implement sales coaching”
- American Management Association

7. “Training + Coaching led to an increase of 88% in productivity,
versus 23% from training alone”
- Centre for Management and Organizational Effectiveness

8. Your People
Who Performs Sales
Coaching in the
Audience?

9. 4 Ways to Build a Metric-Based
Sales Coaching Culture

10. I. Define Your Metrics

12. II. Continually Monitor

14. III. Create a Cadence of
Coaching

16. IV. Refine and
Improve

17. “Every pieces of
data is an arrow
pointing to an
area of
opportunity for
improvement.”
- Trish Bertuzzi
The Bridge Group Inc.

18. Recap:
1. Define the Metrics
2. Continually Monitor
3. Create a Cadence
4. Refine and Improve
Thank You!