The Difference Between Good and Bad Sales Coaching Questions


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When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started.  Here are some examples:

Bad: How did it go?

Better: How did the call end?

Bad: How was your week?

Better: How many new opportunities did you add to the pipeline?

Bad: What have you closed?

Better: What opportunities can I help you move forward?

Bad: What do you have going on?

Better: What can I help you with?

And then there’s this from the salesperson you’re coaching: "I’m all set – I’m good"

Bad: Great – talk with you later!

Better: Well, that’s not consistent with what the numbers say…so if I could, what could I help you with?

The biggest difference between the bad and good questions is clarity.  Broad strokes are for painting.  Clear, concise, concrete questions are required to begin a sales coaching conversation.

By the way, I’ll be conducting sessions on sales coaching at EcSell Institute’s Sales Management Coaching Summit on April 7 in Scottsdale Arizona, where the Science and Art come together to help you become better at coaching.  I believe there are still some seats available.

Republished with author's permission from original post.


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