Here’s a suggestion for you to get more value out of every one of your sales coaching opportunities.
When I’m observing a salesperson interacting with a customer, my focus is to listen, observe, keep my mouth shut, and take notes. What “notes”? I make a list of the specific questions that I would have liked to have asked the customer.
The salesperson’s job is to sell, and my job is sales management – to coach my salespeople to become the best sellers they can be. So I resist the temptation to “jump in” and do all the selling. Writing down specific questions during the customer meeting helps me to resist the temptation to jump in and take over.
Then, when the salesperson and I have concluded the customer meeting, I have a list of questions that I would have asked the customer already written down.
In recapping with a sales person a sales call/client meeting; I will review what questions I would have posed to the customer that may not have been covered by the salesperson.
Good salespeople learn faster when the guidance you provide them is clear and specific. You can then re-purpose these questions into a custom sales training meeting. Chances are, everyone on your sales team would benefit by learning more specifics about important questions the boss would ask.