Diane, a recent sales hire, got an email from her manager, Luis, suggesting that he accompany her on an initial sales call with a prospect – and then debrief with her on what he’d observed. Diane replied that she thought that was a great idea.
After the meeting with the prospect was over, Luis jotted down some notes. He shared them during his coaching meeting with Diane the next day.
“One of the things I noticed about your meeting with Francine,” Luis said, “was that you immediately answered her question about delivery-time windows. How did you feel about how that part of the discussion went?”