Cloud technology company sees 60% increase in sales reps hitting quota with BetterUp coaching

A publicly-traded cloud technology company wanted to transform its sales organization in pursuit of the next phase of business expansion. Sales leadership determined that growing strategic leadership skills across the organization’s sales managers would be its most effective path to achieving greater team results.

In the company’s complex enterprise sales environment, nothing less than a customized path for developing the mindsets and behaviors proven to drive sales performance would do.

A group of sales leaders across the global organization elected to receive 12 months of unlimited 1:1 BetterUp® coaching and specialty network coaching (Communication, Sleep, Nutrition). Each leader was matched with an ICF-certified Coach who addressed that leader’s highest-priority needs to help unlock their capability to drive revenue. With direct, ongoing, and focused support from a third party, sales leaders could focus on their skills development without the distractions of tactical issues that are likely to occur in 1:1 meetings with a supervisor.

The coached sales managers’ performance was compared with a group of uncoached sales leaders over the same time period to prove the success of the coaching investment.

The results speak for themselves. Comparing coached sales managers’ performance to those who were not coached revealed a 1.6x increase per team in revenue attainment.