Sales Managers: Are You Showing Up and Throwing Up?

Sales Managers: Are You Showing Up and Throwing Up?
leadershipteam
Fri, 10/11/2019 – 09:50
Authored by:
Colleen Stanley
Sales managers complain that their sales teams don’t listen to prospects and fail to ask questions in order to create the best solution for customers. This selling behavior often is labeled as “product dumping” or “showing up and throwing up.” (I know. Not a great visual.) 
Unfortunately, too many sales managers exhibit the same behaviors when they are coaching their sales team!
I know because I’m guilty of such behavior. Here’s a classic example. A salesperson meets with the sales manager and shares his frustration about a deal that is stuck. The well-intentioned sales manager wants to help the salesperson and immediately starts dispensing sales advice rather than diagnosing the sales challenge. She moves into product dumping, prescribing solutions, rather than asking good diagnostic questions