Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started. Here are some examples:
Bad: How did it go?
Better: How did the call end?
Bad: How was your week?
Better: How many new opportunities did you add to the pipeline?
Bad: What have you closed?
Better: What opportunities can I help you move forward?
Bad: What do you have going on?
Better: What can I help you with?
And then there's this from the salesperson you're coaching: "I'm all set - I'm good"
Bad: Great - talk with you later!
Better: Well, that's not consistent with what the numbers say...so if I could, what could I help you with?
The biggest difference between the bad and good questions is clarity. Broad strokes are for painting. Clear, concise, concrete questions are required to begin a sales coaching conversation.
By the way, I'll be conducting sessions on sales coaching at EcSell Institute's Sales Management Coaching Summit on April 7 in Scottsdale Arizona, where the Science and Art come together to help you become better at coaching. I believe there are still some seats available.
