By Steven A. Rosen
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Do you want to be told what to do? Do you want your boss to be a micro-manager? Of course not. You want your boss to ask you what you think. Why are you constantly telling your sales people what to do?
STOP telling and start asking.
Great sales coaches ask effective questions.
Effective questioning forces reps to come up with their own solutions and improve their performance. Effective questioning creates self-awareness and self-managing salespeople.
Warning: It is not your job to solve your sales reps issues! No, they are highly paid professionals who want the ability to solve their own issues.
The first step in great coaching is to STOP tell and start asking. Try this next time a rep comes to you with a problem
I hope you enjoyed this week’s tip.
Sales Management Training
Want more sales management training tips? Check out these valuable sales management tips on our YouTube Channel Sales Management TV.
- Sales Management Training Tip – #1 Just do It!
- Sales Management Training Tips – #2 Start Asking
- Sales Management Training Tip #28 Hiring Top Performers Made Simple
- Sales Management Training Tip #29 Use Science when Hiring Top Sales People
- Sales Management Training Tips: Set your Goals for Success
- Sales Management Training Tip: The Power of Handwritten Recognition
- Sales Management Training Tip – Focus on What’s Going to Make You Successful!
- Sales Management Training Tip: Shift your Coaching Style
- Sales Management Training Tip: Don’t Hire the Plug and Play
- Sales Management Training Tip #49 – The Theory of 8
