The Coaching Effect Blog

Coaching Through Questions: 3 Questions Sales Managers Should Be Asking Their Reps

Posted by Sarah Wirth

June 20, 2016

As sales leaders, we constantly talk to our reps about the importance of asking questions.  That’s because we know that when our reps take the time to ask questions, listen and understand customers’ needs, sales conversations flow better and are more effective.   Indeed, effectively asking and following up on needs analysis questions is the most important step in executing the sales process. So, why don’t we take our own advice when coaching our reps?

Think of how a sales manager usually approaches a coaching conversation with a sales rep.  Typically, the manager will sit down with the rep and start talking at them.

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Topics: sales coaching, Sales Coaching Questions

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