What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?

Mike recently led a workshop for a group of talented, hungry,
driven, young sales managers who were falling into an
all-too-common trap – “doing” instead of coaching, developing,
and holding sales reps accountable. During the session Mike
challenged this group of managers with a question he had never
thought to ask before:


When making joint sales calls with your people, is your primary
purpose to…


A) Proactively develop your salesperson, or


B) Advance and close the sale


The healthy discussion that ensued inspired this episode. Listen
in as Mike shares more of the story, promotes the importance of
proactive, developmental, nonurgent coaching, and offers thoughts
on best practices when managers ride shotgun with reps on sales
calls.


RESOURCES MENTIONED IN THIS EPISODE:


The First-Time Manager: Sales book


Supercharge Your Sales Leadership event, October 8-9, The Porsche
Experience Center, Atlanta 


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This episode is sponsored by Pursuit Sales
Solutions. If you looking for help adding A-player talent to
your team, contact Mike’s friends
at pursuitsalessolutions.com/weinberg