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.