Sales managers debrief sales calls in order to better coach their sales team about specific areas that were missed and/or could be improved. There is one simple coaching question often missed during the debriefing process, especially with deals that are getting stuck or stalled.
How did we get here?
Let’s look at a hypothetical coaching scenario. You’re conducting a one-on-one coaching session and the salesperson shares frustration about a stuck deal. This sharing triggers sales managers into empathy-and-problem-solving mode. They immediately share their ideas and strategies for solving the problem.
But that creates another problem. If you are constantly telling and solving the problem, you aren’t helping your sales team develop two important selling skills: Critical thinking and self-awareness.
Critical thinking skills are the ability to understand the logical connection between ideas. In sales, it’s important that a salesperson learn how to make the connection between their actions -- or inactions -- and the effect on their sales outcomes.
Self-awareness is the ability to know and understand what emotional triggers derail salespeople during sales meetings and harm sales outcomes.
The question “How did we get here?” helps develop both skills on your sales team. This question creates behavior change and awareness around important topics such as:
This prospect doesn’t fit his ideal client profile. He was trying to sell to
a prospect that buys only on price, not value.
This awareness provides a great opportunity for sales managers to review, teach and coach selling skills that will prevent this same mistake on future sales calls.
For more great coaching questions, check out my latest book, “Emotional Intelligence For Sales Leadership.”
How did we get here?
A powerful coaching question that can improve a salesperson’s critical thinking skills, self-awareness AND sales results.
Colleen Stanley is president of SalesLeadership, author of Emotional Intelligence For Sales Leadership and Emotional Intelligence For Sales Success. Connect with Colleen on LinkedIn.