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?