Reposted from Forbes Technology Council

Richard Rosen for Forbes Technology Council

According to Gartner, the average sales manager devotes only 9% of their schedule to training and developing sales reps. This is surprising because we see a positive correlation between training and revenue growth.

We all agree that successful teams drive sales. Of course, business leaders want high performers on their sales team. How do managers maximize the performance of the sales team at a time of remote and virtual selling? At one time, managers delivered training in person, scheduling one-to-one coaching sessions. The rise in remote working has made the traditional in-person coaching models much less feasible.

Digital channels are accelerating.

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