June 15, 2010 by Bob Hill
Posted in: In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, sales management, Sales meeting ideas, training
Keith Rose, author of Coaching Salespeople into Sales Champions, offers a quick list of questions that you can pass along to all your managers that they should be asking themselves:
- Am I forcing people to do things my way, or encouraging them to play to their strengths?
- Am I reinforcing good behavior by praising people in public, and correcting bad behavior by criticizing them in private?
- Am I asking good questions that lead salespeople to draw the right conclusions, or am I telling them how to sell?
- Do I have regularly scheduled coaching sessions that encourage reps to improve their performance, or do I only hold impromptu sessions when an issue needs to be addressed?
- Do I continue going in circles, always focusing on the same skills, or do I build upon past successes and move on to other skills?
- Do I set clear, attainable goals while providing clear metrics that allow salespeople to gauge their performance in those areas?
- Do salespeople trust and want my leadership, or do they fear meeting with me?
- Am I taking the time to coach everyone or just those that are struggling?
- Do I approach every rep differently, based on his/her needs?
- Do I react harshly to negative words and attitudes, or do I respond in a way that encourages salespeople to listen?
Source: “Is My Team Uncoachable?” by Keith Rosen, Small Business Solutions Blog.
What would you think managers should be asking themselves? Share your thoughts in the Comments Box below.