Posts Tagged ‘sales managers’
Coaching is Listening – Not Telling
Sales managers are often tempted to give their own observations before eliciting feedback from their salespeople. Often, after a sales call, sales managers will ask for their opinion, but it’s a quick formality before charging in with their assessment. This is a missed opportunity.
It is essential to get the person being coached to give their perception before the manager gives theirs. The coach must get the salesperson to self-assess with respect to one or more specific areas. There are three core questions for sales managers to ask so that people talk first:
- “How do you think that went?”
- “What did you do well?” “Be specific.”
- “What could you have done better?” “Be specific.”
By asking these three basic questions the sales manager can foster self-assessment that leads to growth and commitment to improvement. It is also the only way to get insight into what the salesperson understands or does not understand.
Some salespeople encourage managers to put on their “expert hat” and tell them what was good or bad, and what to do about it. Unless the manager is grounded in the value of coaching, they will probably comply. But, a sales manager who understands that people need to know how to self-assess will put the responsibility where it belongs: on the salesperson. Everyone has blind spots and the manager’s view is needed, but only after the salesperson’s!
