Don't Save the Sale

You're the CEO or VP of sales on a ride-along with a new salesperson. On the second call, she can't seem to effectively respond to your prospect's questions. It's clear to you there's an opportunity to get the conversation back on track.

Do you step in and save the sale?

No. Nine times out of ten you must allow your sales rep to make mistakes, experience the consequences and learn. People gain insight from their own failures as well as successes. Don't be a sales call hero. Your first obligation is to your sales representative's growth. And if your team is building relationships, not just hunting transactions, there will be another day to close this sale.