In this 3 minute episode with Paul Lanigan, I share how managers can make their deal and pipeline reviews more valuable that drives more sales, and how to avoid two of the most common traps they fall into when coaching their team that salespeople use to avoid being accountable:

1. Taking the "I don't Know" bait.

2. Taking the "I've tried Everything" bait.

Lean the two questions you can ask to have the person self-assess and arrive at their own answer, rather than you having to give it to them.