The Call Debrief

My first sales manager was great at debriefing. He told me that after each call, he was going to ask me 5 questions and maybe more. I probably learned and improved more in those first 2 years with him than any other period in my sales career. Since then, I've never had a sales manager who constantly debriefed like that. In fact, most of the time, I had to beg my sales managers to talk about whatever call I'd been on, and it always seemed like I was bothering him. 

I know sometimes as sales managers you get busy, but try to debrief at least one call a week with each of your sales people. Ask the same questions, and make sure each one helps your sales person learn. 

1. What could you have done better on the call? 
2. How did the call end, and how would you have liked it to end? 
3. What do you think you did great on the call? 
4. How could you have gotten a better outcome? 

Do that once a week and see what happens.