I watched a coaching conversation on Teams recently as part of a 9 week program I am running to train sales managers to coach their salespeople.

What was striking was the conversation balance between the manager coaching and the A/E being coached. 

Who do you think did most of the talking? It was the Manager when it should have been her A/E.

Maybe she was conscious of the sound of her voice 

 

(Perfectly natural)

Maybe she was conscious of people watching & listening 

 

(Perfectly normal)

Maybe she was struggling to come up with questions to ask 

 

(Perfectly understandable)

 

But the consequence was that the A/E being coached was almost uninvolved in the conversation.

We need to remind ourselves that the most important quality of great coaches is curiosity and that means asking insightful questions:

 

Today:

20 powerful questions to ask in pipeline reviews and deal reviews

Check out the episode now! (Link in comments)

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