Success leading a sales team is best achieved today by being more proactive in your coaching and leading efforts… by staying in The Coaching Zone.
The Coaching Zone is the environment where you’re actually helping improve the skills, awareness and direction of your people, not just helping them close transactions or solve technical problems.
Too many sales managers only coach by asking “What” and “Who” questions such as “What are you going to close this month?” and “Who’s it going to be?”
The goal is to become more of a selling process coach asking more “How” and “Why” questions. Coaching them on their processes to improve their effectiveness and not just asking what results they’re going to generate.
What can you be doing as a sales manager to make sure you stay in the Coaching Zone?
Today’s video discusses how asking more “How” and “Why” questions can put you in the Coaching Zone…so your team can sell even more!