B2B Coaching sales and Analysis

Set-Up: B2B has a strong coaching culture to drive results through continuous improvement. Managers have the expectation that they will have a coaching session with each of their reps at least once a week and log their coaching experience in Salesforce. In the past two quarters, we have seen a slow decline in coaching satisfaction reported by frontline reps through a quarterly NPS survey.

Below are the NPS questions and the average coaching adherence results across all sales programs from Q3 and Q4: How satisfied are you with your coaching experience NPS = 44 (Q3 results = 49) Would you recommend your manager as a sales coach to others NPS = 48 (Q3 results = 53)

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Question 1: If you had to investigate what caused this drop-off in NPS, how would you do that? What factors are important to examine?
Question 2: What information here is most compelling to sales stakeholders as it relates to coaching and what data would also be needed to make strong recommendations? For more information on B2B Coaching sales and Analysis check out: https://www.encyclopedia.com/management/encyclopedias-almanacs-transcripts-and-maps/b2b

Attachment: Coaching Analysis Case

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