Making this Sales Coaching Mistake?

Most sales coaching misses the mark for one common reason. Are you making this mistake?

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If you prefer to read - here is the transcript:

A huge mistake that I see managers make when coaching is they actually mistake coaching from just deal inspection. And I listen to calls where managers ask for updates, tell me what's going on, but they don't actually dig in the way you would dig in as a successful sales rep.

So let me give you an example. We ask about a deal that's supposed to close, and we are, we say, when is this deal going to close? And the sales rep says, I don't know. I haven't heard from them. And we say, oh, okay. Right. Update the CRM when you know.

We don't dig into why. How long has it been since you heard from them? What methodologies have you tried - like are you just sending emails and he hasn't responded? When was your last email...seven days ago? Who else have you tried? What's your backup plan? What is your plan to getting this customer on the phone? Who else can you call? That's what I mean by really digging in.

When we ask about a piece of information and the sales rep says the customer won't tell me. We don't ask whether the sales rep actually tried and got a negative, which we can fix, or the sales rep didn't try at all. When we ask what was asked, we take the customer or the sales rep’s word for it that they asked it about certain things when we don't ask the sales rep additional qualifying questions to truly understand if they even brought that topic up.

So as a sales leader, you need to really dig in when your sales rep just gives you a piece of information that you can find in the CRM in order to find out what they’ve done, why the result is that way, and what the plan is to improve it. That's where the real coaching lies. Not in deal inspection, but in true deal deception analysis and strategy creation.