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…
When the Sales Manager Becomes the Best Seller
The deal may benefit. The rep may not.
A sales manager can save a deal by stepping in. But if the manager always supplies the answer, the rep never learns to find it independently.
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.
Sales Managers Need Coaching Too
Sales manager coaching helps leaders move beyond inspecting activity and numbers. It focuses on behaviour, conversation quality and the coaching capability behind better sales performance.