Coaching is one of the most powerful tools you have as a sales leader.
However, many sales leaders mistake training for coaching.
The moment you stop asking questions, and start telling how you would have handled a situation, you are no longer coaching --- you are training.
At times training is necessary, but not in a coaching situation because it puts the pressure on you and doesn’t always translate to ownership on their end.
Coaching is about developing your sale team and helping them go to places they otherwise would not go. Coaching is about asking questions that help them look at a situation from a different perspective. Coaching is about uncovering the real issues that get in the way of your sales people’s success.
Are you training or are you coaching?
-- L'areal Hudson