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.
When Qualification Checklists Get in the Way of Listening
A qualification checklist should guide your thinking. It should not replace your listening.
Qualification checklists can improve consistency. But when completing the checklist becomes more important than listening, the quality of the sales conversation can suffer.
Sales Conversations: Replace Tired Sales Lines
Replace tired sales lines with words that actually connect. That is how to earn trust quickly. In a recent coaching assignment, I heard some familiar sales lines: “We’re the market…
More calls won’t fix a bad sales conversation.
A recent coaching assignment with an SDR team started with a familiar conclusion: “We need more activity.” But when I listened to the actual conversations, the issue was somewhere else.…
Sales Performance System: Where Is the Performance Gap?
A structured starting point for a more focused sales coaching conversation.
When sales performance falls short, understand where the performance gap actually sits before deciding what to train or coach.