Another powerful form of feedback happens when salespeople record their phone calls and listen to the recordings. They’ll hear several coaching moments as they identify openings where they could have asked great questions, where they failed to listen, where they jumped ahead with their own agenda, or where they simply said stuff that sounded stupid. Salespeople tend to respond more effectively to self-identified coaching moments because they own those moments.
This is an example of a salesperson getting coached (feedback) by me. It’s 26 minutes but it will be 26 minutes of coaching that you will definitely learn from and will be well worth your time.
Only 10% of all sales managers are both consistent and effective with their coaching. For salespeople who wish to improve and become great, most of them will need to accomplish some or all of that work on their own, either by recording calls, signing up for training or getting a sales coach.
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