- October 24, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn’t implied. Regardless of which side of the political spectrum you’re on, you’ve probably heard it plenty more than you need to.
Could there be a sales coaching lesson here?
Last week, before I wrote the article about salespeople losing their way, I was in Chicago for a follow up training event with a team of Sales Managers. It was immediately obvious to me that the group who received the most coaching from me was way ahead of the other sales managers in the room.
Coaching works. And the coaching they were providing was working too. I heard so many examples of how they were coaching their salespeople up! Coaching them to lower resistance, ask better questions, slow down, follow the process, actively listen to their prospects, summarize effectively and hold their salespeople accountable for change.
At the heart of a coaching conversation where a sales manager is coaching a salesperson is a role-play with a lesson learned. In conversations where the coaching is effective, there will be two lessons: While a skill gap is often uncovered and addressed, a sales DNA weakness – the primary reason the salesperson wasn’t able to execute a strategy or tactic – should be uncovered as well.
After the lesson learned, an action plan should emerge, so that the salesperson can execute the tactic or strategy, without being held back by the weakness, move the opportunity forward and close the business.
In other words, an effective coaching conversation has an implied quid pro quo. I’ll help you get better and in return, you’ll bring me, our team and the company the business you were coached to close. Don’t you love quid pro quo’s?
You too can master the art of sales coaching. This is the last chance to participate in 2019. Our final public Sales Leadership Intensive of the year takes place November 13-14 in Jersey City and as of this writing there are only 2 seats left.
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