All posts tagged Sales coaching

Asking Great Sales Coaching Questions

From working with companies and sales organizations over the years, I've encountered and observed many sales managers and CEO's or Presidents who served in a sales leader role. I've learned many great things from them. However, some were not so good.

Many of them were and are strong, competent, knowledgeable business professionals. However, many were less than stellar sales coaches.

The reasons for this shortcoming were varied of course–lack of time, lack of desire, too much ego, not enough ego or simply not knowing how to go about it.

If there is one area of sales coaching that sales leaders could look to, to immediately increase their effectiveness and see a positive impact on their team's performance and results, it would be the competency of asking better questions of their people.

As an example, let's take a sales coaching conversation with a salesperson to review their sales pipeline. As a sales leader we're primarily interested in the following:

1)  The quantity of deals they have in their pipeline
2)  the quality of deals they have in their pipeline
3)  The velocity of the deals in their pipeline
4)  The forecasted revenue from closed business in the next 30-45 days
5)  The action items being worked on to move specific deals forward to either a yes or no

There are lot's of questions to be asked about items 1-4. Let's say we want to focus on #5. What's a good question with which to begin the conversation?

When it comes to sales coaching questions, remember that vague, ambiguous, wishy-washy language will result in vague, ambiguous, wishy-washy questions that will yield zero information and waste everyone's time. If you want to ask effective, impactful questions, remember the 3 C's:  Clear, Concise, Concrete.

Alright, so if we want to start the conversation re #5–what strategies, tactics is the salesperson working on to move a deal forward, what's the question? Try this–Instead of asking "What do you have going on?", ask this "Looking at your pipeline, when it comes to moving a deal forward or unsticking a deal that's been stuck, what opportunities can I help you move forward?" Much better.

Clear, concise, concrete. This question will get you to a 'data point' from which you can ask more great questions.

Actually, there are 4 C's to great coaching questions. The fourth "C" is Consistency. When you ask the same questions from meeting to meeting you are training your salesperson to be prepared to answer those questions and knowing what to expect in the session.

This was just one example of a great sales coaching question. Can you think of others?

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Great Sales Coaching Question!

What's the difference between these two questions?

"How did your week go?"

"How many new opportunities did you add to your sales pipeline?"

If you answered, "The number of words." you're correct. If you were being serious and answered that the second question drives to a specific piece of data, you're also correct. And more, a specific piece of data that gives more context to a salesperson's sales performance and effectiveness in a week's time than the first question.

Only 15% of sales managers spend as much as 25% of their time on coaching  and the little they do spend coaching is not very effective. These numbers only serve to emphasize how important it is that sales managers be highly competent at asking great sales coaching questions.

If you are a sales manager (or a company president or business owner who serves as their own sales manager) who is looking to improve your sales team's performance, pay more attention to the types of coaching questions you're asking of your salespeople.

When beginning a coaching conversation with your salespeople, use clear, concise and concrete questions. This is not the time for 'warm and fuzzy' questions or inquiring how your salesperson is feeling. Those can come later on in the conversation when action items  are committed to by the salesperson and you want to know their comfort level in executing the strategies so you can offer more coaching to ensure effective performance. Role-playing the sales situations or strategies with your salesperson will help here.

Want to ask great sales coaching questions?

Remember:

Clear.

Concise.

Concrete.

 

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