Force Management

In this episode, John Boney and Rachel speak about the need for sales leaders to coach based on value. They explore ways in which leaders can endeavor to make every conversation with reps an opportunity to drive growth, not just hit a number. You’ll learn how to ask questions that uncover your reps’ motivations and struggles, differentiate solving and coaching, and lead in a way that builds trust and empowers your reps to take ownership of their challenges.Here are some additional resources:Get MEDDICC Certified on Ascender!Coaching Model Essentials | Ascender CourseEffective Opportunity Coaching Sessions | Ascender CourseCoaching the Coaches – Front-Line Sales Managers | Ascender CourseThree Ways Managers Can Drive Value-Based Selling Practices | Ascender ArticleHow to Coach Value-Based Sales Messaging Aligned with C-Suite Priorities | Ascender ArticleRemember These Key Steps to a Value-Based Sales Conversation | Ascender ArticleKeeping the Focus on Value | PodcastHow to Uncover Buyer Needs | PodcastVisit As