Sales Leadership Flashcards
Review takeaways
What does the “L” stand for in the LEADS coaching framework?
L - Learn
Following the LEADS coaching framework, what is an example of a “L” question you might ask?
What’s going on? What’s on your mind?
Following the LEADS coaching framework, what is the goal of the “L” step?
To establish the coachee’s objective.
What does the “E” stand for in the LEADS coaching framework?
E - Enroll
Following the LEADS coaching framework, what is an example of a “E” question you might ask?
Are you open to discussing this?
If that did happen… how would that impact you?
Following the LEADS coaching framework, what is the goal of the “E” step?
To create alignment by establishing the coachee’s buy-in
What does the “A” stand for in the LEADS coaching framework?
A - Assess
Following the LEADS coaching framework, what is an example of a “A” question you might ask?
When you say (that) what do you mean? What did…? How did…?
Following the LEADS coaching framework, what is the goal of the “A” step?
To uncover the what and how of the situation. Uncover the gap. What’s missing? Get specific
What does the “D” stand for in the LEADS coaching framework?
D - Define
Following the LEADS coaching framework, what is an example of a “D” question you might ask?
What I’m hearing is… What else could be true? What assumptions do you think you might be making? What’s another way to look at this?
Following the LEADS coaching framework, what is the goal of the “D” step?
To uncover the why behind the situation. Confirm, seek to understand, identify the root cause, and expand their point of view.
What does the “S” stand for in the LEADS coaching framework?
S - Support
Following the LEADS coaching framework, what is an example of a “S” question you might ask?
What’s your opinion on how to resolve this? What would you do if I wasn’t here?
Following the LEADS coaching framework, what is the goal of the “S” step?
To uncover their opinion, what do they need to change? Close the gap, agree on next steps, and build momentum. When they own it, they’re accountable. Have the coachee send a follow up regarding conversation.
What is the difference between training & coaching?
Training is directive and foundational, Coaching reinforces training, is collaborative, about growth and personalization
If someone says, “I don’t know”. What’s a question you could ask in response?
If you did know, what would it be?
What is the most powerful coaching question you can ask?
Can I share with you an observation that will help you achieve the results you want and make you more successful?
What is a the objective of coaching?
Make your people more valuable today than they were yesterday.
Why do the quality of your questions matter?
The answers you receive are only as good as the questions you ask.
