MINDSET TRAITSTop Sales Coaches have in Common

Gaining buy in for sales coaching from sales people can be an obstacle

Sometimes due to how sales coaching is approached

Often sales managers engage in “telling” as

opposed to collaborative sales

coaching

The salesperson is most likely to listen and change their behaviors…

…if they feel they have been part of the process, not just told what to do

To create collaborative sales coaching environment, utilize a mindset based on the 3 A’s when coaching

The 3 A’s

Ask before Advocating1

2 Actively Listen

Assume Best Intentions3

Ask before Advocating1

Ask questions first to promote self-discoveryby the salesperson

A salesperson is much more likely to change a

behavior if they discover the gap themselves

Good Sales Coaching Questions Include:

What would you do differently?

What went well?

What could have been better?

What else did the customer say?

What questions do you have?

Actively Listen2

Listening is a great way to help build a

collaborative relationship

Most successful sales coaches excel at “active listening”

• Asking questions

• Paraphrasing

• Summarizing

• Emphasizing

Great listeners do this by:

Assume Best Intentions3

Sales coaching should neverbe viewed as

punishment for poor performance

Great sales coaches assume that their salespeople want to improve their skills

This helps create a positive environment where the salesperson is motivated to change

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By David Jacoby

@DiJacoby