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Answer the questions below from the seller’s perspective – how you believe they would honestly answer the question about you or your front line leaders.

Time required: 5 minutes

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* 1. A coaching session with my manager is dependent on my desire to change. He or she is unwilling to invest time in improving my skills, if I am unwilling to practice.

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* 2. When I have a different perspective or point of view from my manager, I feel heard and understood.

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* 3. As a result of the coaching sessions with my manager, I feel more positive about my sales abilities and my potential to meet my performance objectives.

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* 4. My manager role-models the skills, behaviors, and processes necessary to succeed in my position.

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* 5. If my manager joins me on a sales call, he/she allows me to lead the meeting (vs. takes over the sale).

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* 6. If there were performance gaps identified during a coaching session, a clear action plan is established to develop new skills.

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* 7. My manager generally does not overwhelm me with too many skills to work on during a coaching session, but focuses on one or two areas that will have the greatest impact on my performance.

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* 8. My manager has clearly identified the 8 competencies required to sell and how to measure each of those competencies – allowing me to easily determine what is keeping me from hitting my number (e.g., Is it a Discovery or Build Value problem?).

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* 9. Each coaching session is primarily about equipping me to improve my performance (versus a performance evaluation).

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* 10. I look forward to each coaching session.

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* 11. My manager consistently observes a sales call and provides feedback on performance at least once every month.

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