Sales Leadership

Question 1

What does the “L” stand for in the LEADS coaching framework?

Answer 1

L - Learn

Question 2

Following the LEADS coaching framework, what is an example of a “L” question you might ask?

Answer 2

What’s going on? What’s on your mind?

Question 3

Following the LEADS coaching framework, what is the goal of the “L” step?

Answer 3

To establish the coachee’s objective.

Question 4

What does the “E” stand for in the LEADS coaching framework?

Answer 4

E - Enroll

Question 5

Following the LEADS coaching framework, what is an example of a “E” question you might ask?

Answer 5

Are you open to discussing this?

If that did happen… how would that impact you?

Question 6

Following the LEADS coaching framework, what is the goal of the “E” step?

Answer 6

To create alignment by establishing the coachee’s buy-in

Question 7

What does the “A” stand for in the LEADS coaching framework?

Answer 7

A - Assess

Question 8

Following the LEADS coaching framework, what is an example of a “A” question you might ask?

Answer 8

When you say (that) what do you mean? What did…? How did…?

Question 9

Following the LEADS coaching framework, what is the goal of the “A” step?

Answer 9

To uncover the what and how of the situation. Uncover the gap. What’s missing? Get specific

Question 10

What does the “D” stand for in the LEADS coaching framework?

Answer 10

D - Define

Question 11

Following the LEADS coaching framework, what is an example of a “D” question you might ask?

Answer 11

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?

Question 12

Following the LEADS coaching framework, what is the goal of the “D” step?

Answer 12

To uncover the why behind the situation. Confirm, seek to understand, identify the root cause, and expand their point of view.

Question 13

What does the “S” stand for in the LEADS coaching framework?

Answer 13

S - Support

Question 14

Following the LEADS coaching framework, what is an example of a “S” question you might ask?

Answer 14

What’s your opinion on how to resolve this? What would you do if I wasn’t here?

Question 15

Following the LEADS coaching framework, what is the goal of the “S” step?

Answer 15

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.

Question 16

What is the difference between training & coaching?

Answer 16

Training is directive and foundational, Coaching reinforces training, is collaborative, about growth and personalization

Question 17

If someone says, “I don’t know”. What’s a question you could ask in response?

Answer 17

If you did know, what would it be?

Question 18

What is the most powerful coaching question you can ask?

Answer 18

Can I share with you an observation that will help you achieve the results you want and make you more successful?

Question 19

What is a the objective of coaching?

Answer 19

Make your people more valuable today than they were yesterday.

Question 20

Why do the quality of your questions matter?

Answer 20

The answers you receive are only as good as the questions you ask.