Analysis performed by Raphael Cohen (PhD), Orgad Keller, and Romain Ammar
Coaching is one of the most important things any manager can do. Harvard Business Review published a great piece summarizing why this is true. Here’s a nice excerpt.
“First, extremely talented people are hard to find and recruit. If you are known as a manager who will help those people thrive, they will gravitate to you. Second, an organization cannot be successful on the backs of the extremely talented alone. You need solid players just as you need stars, and they will need a manager’s help to build skills.”
Do managers use Tough love or Praise?
We analyzed the sentiment in messages from managers to reps and found that while most comments were neutral in tone, when sentiment did occur it was overwhelmingly positive, with ten positive comments for each negative one.
When do Managers Coach?
When are people commenting? With Chorus, managers no longer have to ride-along to meetings and can dig into specific calls on key deals whenever they have a few minutes. The data shows that most of our managers have changed the way they spend their days, using Chorus to stay on top of deals while coaching their reps during business hours.
Do all Managers Coach?
Are all managers coaching? In some organizations they do while in other only one manager actively coaches. Using this data helps organizations coach their coaches. With the coaching data created by Chorus, you can drive competitiveness across managers. The top commenter at the high growth SaaS company plotted in the graph below is their VP Sales.
To sum things up, coaching is critical for achieving business goals, empowering reps and attracting great talent to join your team. Chorus allows managers to coach moment by moment through comments, with little effort and whenever convenient, and at the same time allows our customers to track and improve how managers themselves coach their teams, to improve managers’ performance.