Customers’ buying behaviour has changed considerably in the past few years. How can companies respond to this challenge? How do you organise sales in a digital world? Are you still sending your salespeople out like talking brochures, or will you take action? And how? A diagnosis.

A study from CSO Insights shows that sales coaching empowers reps to improve selling skills and close more business. That is the first benefit. The second one is that it also allows sales managers to shift from doing people’s jobs to developing them.

Buyers don’t always know how to get good value from the information they gathered. And that’s exactly how salespeople can help them – by leading them along the right lines.