🤩 Today’s SPIN® Behaviour Challenge

Cristiano Ronaldo or Messi still has a coach. Why doesn’t your best salesperson?

The most decorated athlete of his generation. Still trains daily. Still takes feedback. Still treats every session as a chance to close the gap between good and elite.

Now think about your top enterprise seller.

Last coached: quarterly review. Last trained: onboarding.

Sales Has It Backwards

New reps get training. Veterans get left alone. As if mastery is a destination rather than a discipline.

Huthwaite’s behavioural research tells a different story. Top performers weren’t just talented — they were deliberate. They debriefed calls. They isolated specific behaviours. They practised Implication questions the way a tennis player practises a backhand.

Elite sports organisations invest most where the ceiling is highest.

Your best seller has the most to gain from a great coach. And they’re the least likely to get one.

THE CHALLENGE: 

The One-Minute Debrief

After your next call — before the CRM update, before the follow-up — ask:

“Which SPIN® behaviour did I plan to use — and what actually happened?”

That gap between intention and execution?

That’s your coaching agenda.

Talent gets you in the game. Deliberate practice keeps you at the top.

Drop “COACH” in the comments if elite sellers deserve elite development 👇​​​​​​​​​​​​​​​​

Need inspiration — text “30 min” on my mobile +4526700356

All the best.

Anders 🤩

#Coaching #Negotiation #Huthwaite #SPINselling #BuyingCycle #SalesLeadership

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