Sales call coaching isn’t about correcting everything you hear. It’s about identifying which behaviour is worth changing first.
That doesn’t mean I should coach all ten.
A salesperson opens with “We’re the market leader.” Talks too much about the company. Misses an interesting customer remark. Moves to the next prepared question. Starts pitching before understanding what actually matters.
Plenty to discuss.
But where do you start?
I prefer to listen to the call together and ask:
“What stood out to you?”
“What did you hear the customer say?”
“What happened next?”
“What would you do differently?”
Sometimes the salesperson identifies something I hadn’t considered.
That’s when coaching becomes interesting.
My job isn’t to demonstrate how many mistakes I can spot.
It’s to help someone recognise which behaviour is worth changing, understand why, and discover how to approach it differently.
Then practise it. And listen again.
Ten observations don’t require ten coaching points.
This is where Sales Call Coaching can help: identifying which behaviour deserves attention and practising what to do differently.
Sometimes one carefully chosen change is enough to make the next conversation noticeably different.
What do you focus on when reviewing a sales call?
#SalesCoaching #SalesCallCoaching #SalesEnablement
