Your Sales Managers Review Calls. Why Does the Same Behaviour Keep Coming Back?
Your sales managers review calls and agree on improvements. But why do salespeople keep repeating the same behaviour? A practical look at coaching that sticks.
I can hear ten things that could be improved in one sales call.
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…
Why Sales Call Reviews Should Focus on Behaviour, Not Just Outcomes
Review the call. Coach the behaviour.
Sales call reviews reveal observable behaviour behind an outcome and help managers coach with better evidence, practice and follow-up.
Why Reflection Improves the Next Sales Call
Motivation makes the next call. Reflection makes it better. After a difficult call, the instinct is often simple: Make the next one. That resilience matters. Salespeople need to keep moving…
Sales Conversation Quality Is Rarely a Product Knowledge Problem
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…
Call Reviews Should Develop Judgement, Not Compliance
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
Do Not Sell the Next Step. Agree It.
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
What an Objection May Be Telling You
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…